It's easy to sell personal training when a prospect approaches you, check-in-hand and committed to making a positive change in his or her life. The most effective (and well-paid) trainers, however, can approach any member in the facility or stranger in line at the grocery store and within minutes have that person seriously considering personal training.
Mastering the art of the casual conversation can mean the difference between barely getting by in the career you love and always having a backlog of clients. It's not something that comes naturally to everyone, but creating conversations is a skill that can be learned.
Initiating a conversation should not be thought of as selling. You are, rather, expressing a genuine interest in another human being. Isn't this one of our roles in personal training, anyway? We take interest in our clients and throughout a workout can easily make small talk. Creating an authentic, casual conversation with a stranger is no different.