I was asked this question by one of our members and I have answered it below. Watch the video now, it's 3 minutes, then there's some further information below the video.
Choice is a roadblock
Having more choice is not a good thing most of the time. Too much choice confuses our brain and makes it harder to make a decision. We suffer from something called 'decision fatigue' when we have too much choice and we will always default back to maintaining the status quo and making no choice.
Applying this to your PT business
If you offer different services, by all means have multiple different packages. Just because you have the different packages, it doesn't mean you have to show them all to each client. Most of them are not going to be relevant anyway, and it is just adding to their information load - making it harder for them to make a decision.
Be the expert and guide the client on the correct package for them,
That means you make a recommendation based on what is the right solution for the client's unique situation. Not push everyone on to the most profitable package you can.
Some times, a client really doesn't need that, or simply cannot commit to that. Trying to push them towards it does not help them and likely won't help you either because they will most likely not buy.
Part of successfully and ethically doing business is in putting the client's interests ahead of your own. That means both ways. You must be the expert, hold the frame and tell them what they need in your honest opinion, just as much as you must not try to scam people in to paying paclages they do not need.