Walk-in

Coaching Notes

Alright, let's talk through this one because there's genuinely good stuff here that I want you to keep doing, and then there's one spot where the wheels came off that we need to fix. First, your opening was excellent. You said 'we're month to month here, there are no contracts, you can cancel anytime, you would pay for the first month upfront, last month upfront, that way I don't charge you two extra months like most gyms, and an enrollment fee of $149 just like every other gym.' That's almost word-for-word what we want, and the way you added 'that way I don't charge you two extra months like most gyms' actually strengthens it — you're positioning us against the competition before she even asks. Really good instinct there. Then you presented all three tiers clearly and went right into 'which one would you like to get started with today?' That's the assumptive close we train. Perfect. You didn't ask 'do you want to join?' or 'what do you think?' — you assumed the sale and asked her to pick. That's exactly right. Now here's where we lost her. She pushed back on the price — 'so it's going to be like $200 today' — and you immediately jumped to the coupon. That's too fast. You said 'we did send out a coupon in the mail that took 50% off the enrollment' before you even knew what was stopping her. Then you did ask 'do you like the gym? Could you see yourself working out here?' which is the right question — but you asked it after you'd already given away the discount. The sequence matters. She told you something important when she said 'I'm used to like planning for this' and mentioned the aquatic center. That was your moment. She wasn't saying no to the gym — she was saying the timing caught her off guard. But instead of staying there and understanding what 'planning for this' actually means to her, you went nuclear. You said 'I could waive the enrollment and if you want to join today, I would only charge you 59.' You gave away everything we had — the full enrollment waiver — and she still said no. Here's the psychology: when you give away your biggest discount before isolating the real objection, two things happen. One, you train the prospect that if they just hesitate, you'll drop the price. Two, you have nothing left when it turns out price wasn't actually the issue. She mentioned planning and the aquatic center — there might have been something else going on entirely. Maybe she's got a membership elsewhere she needs to cancel first. Maybe she just doesn't make financial decisions on the spot. You'll never know because the conversation jumped straight to discounts. Next time someone says something like 'it's going to be $200 today' in that hesitant tone, here's what I want you to do. Stay calm, don't flinch at the number, and say: 'I totally understand. Let me ask you — did you like the gym? Does it have everything you need?' Get two yeses. Then: 'Is it more about the upfront costs that's stopping you from joining today?' Now she has to tell you what the real issue is. If she says yes, it's the cost, THEN you mention the coupon: 'Did you get the mailer we sent out? It takes 50% off the enrollment — would that help?' If she's still stuck after that, THEN you offer the full waiver in exchange for a review. You went from full price to free enrollment in about thirty seconds. That's giving away three or four closes worth of tools in one breath. Slow down. Make her tell you what's actually in the way. You might find out it's not even about money — and if it is, you'll still have room to negotiate. The close itself trailed off with her saying 'I don't' and then the recording ends. I don't know if she walked or if there's more, but based on what's here, there was no fallback. No free pass offered, no 'by the way' close, no follow-up scheduled. When someone's clearly not signing today, you need an exit path that keeps them in your world — a pass with a return hook, a scheduled callback, something. Don't let them just drift out the door. Your foundation is solid. The sit-down, the tier presentation, the assumptive close — you've got those down. Now we just need to slow down your objection handling and trust the sequence. Isolate first, discount second. You'll close more of these.