We associate the word “heart” with an emotional response and driving purpose, when it is, in fact, the opposite. It’s the act of leaving emotions and connections behind, if only for a short while.

They say you can tell a lot about a person by the company he keeps. If you associate with positive, motivated, driven people it can only rub off on you and make you more successful in anything you do.

Every successful fitness professional is a proficient salesperson. And by “successful” I mean those who aren’t forced to find another career because of their lack of business skills or desire to improve them. Here are 13 sales “basics” to improve your ability to sell your services.