Strong assumptive close language on the initial ask created real forward momentum and got the prospect to verbally commit to a tier — that's the hardest part and you did it right. The sale slipped away when the prospect said they might be moving to Arizona and you accepted the seven-day trial without running the Deaf Ear sequence or isolating the real objection, which meant you never discovered whether the move was actually imminent or just a convenient exit.
There's a moment in this consultation that shows you exactly what you're capable of. After you walked through all three tiers, you said 'Which one would you like to get started with today?' — and the prospect answered. He picked single club. That's not a small thing. That assumptive close created forward momentum instead of a decision point, and he responded by choosing rather than deflecting. You did that. That's the psychology working exactly as it should. But then something shifted, and I want you to see exactly where it happened and why it cost you the sale. The prospect said he didn't know how long he'd be in the area, that he might be moving to Arizona soon, and that he didn't want to commit for the whole year. Right there — that was your moment. What you said was 'Okay. You can get that going for you guys.' And then you asked if he was moving, he said Arizona, and you started chatting about Wisconsin versus Illinois and how you've been here your whole life. Here's what happened psychologically: The prospect floated an objection — 'I don't want to commit' — and instead of isolating it, you accepted it at face value and then moved into friendly conversation. That felt comfortable in the moment. It relieved the tension. But what it communicated to the prospect, unconsciously, was that you agreed his objection was valid. You confirmed that his uncertainty was a good enough reason not to join today. And once you've done that, every step forward feels like you're pushing against something you already agreed with. The Deaf Ear sequence exists precisely for this moment. When he said 'I just don't know how long I'll be in the area,' the response should have been: 'I totally understand... Did you like the gym? Does it have everything you need? Is it more about the upfront costs that's stopping you from joining today, or is it something else?' Those three questions do something powerful. 'Did you like it?' gets a yes. 'Does it have everything you need?' gets another yes. Now his own words are working for you. Then 'Is it more about the upfront costs?' isolates the real objection. Because here's the thing — he might be moving to Arizona in eight months. Or he might be vaguely thinking about it the way people vaguely think about a lot of things. You never found out which one it was. And because you didn't isolate it, you couldn't solve it. If it really was about not wanting to pay for a year he won't use, that's a solvable problem. He already said he'd do six months. He already said single club was fine. The money wasn't the issue — the commitment length was. You could have said: 'I totally get that — you don't want to pay for something you won't use. Here's the thing: you mentioned six months might work. If we get you started on the monthly plan today, you're not locked into anything. You can cancel anytime. And if Arizona happens sooner than you think, you just let us know. Does that make sense?' Now you're solving his actual concern instead of accepting a surface-level exit. Instead, what happened is he asked for the seven-day trial, and you gave it to him — which is fine, that's the right move when someone asks to try first. But then you collected his information, walked through the agreement, mentioned the $25 deposit, and never once ran the By The Way Close before he walked out. That close is specifically designed for this moment: 'Do you like the gym? Does it have what you need? Reason I ask — we have a program where you can trade in your pass for a discount. If you trade it in, it waives the enrollment. Would you rather save the enrollment fee today or pay the full amount later?' He told you during the conversation that he liked the gym. He said it was smaller, 24/7, closer to him. He said 'I'm probably more than sure just from the drive alone it's going to be nicer.' Those are buying signals. He was telling you he wanted to join. The By The Way Close would have given him a reason to act on that feeling right then instead of walking out with a trial pass and a decision to make later. Here's what I want you to practice before your next consultation. Say this out loud ten times: 'I totally understand. Did you like the gym? Does it have everything you need? Is it more about the upfront costs that's stopping you from joining today?' Get those words into your mouth so they come out automatically the next time someone gives you an objection. That sequence is your anchor. It keeps you in the conversation instead of retreating from it. You have the close in you — I heard it. 'Which one would you like to get started with today' came out naturally and it worked. Now the next step is learning to stay in the process when the prospect pushes back, because that pushback isn't a signal that something's going wrong. It's a signal that you're exactly where you need to be. The prospect who walked out today wanted to join. He told you so. Next time, you're going to help him do it.
Coverage at this you have access to this gym. Okay. There's a one-time enrollment fee of $149. Yeah However, with this plan, we'll be providing guest privileges So you can go to all of our gyms and you can bring a friend each time you come for $9.97 And this one is a $0 enrollment. Okay, and there's a special for this month if you sign up for the year you get free free months added to your account as well So you're technically covered for 16 months if you get that one today Okay, and is it all up front or does it do monthly payments as well? We have monthly payments as well. Would you like to see those? Yeah, okay This one gives you access to this gym only This one you can bring a friend at this gym And then this one you can go to all of them and bring a friend each time you come for $9.97 Okay And for $8 more bucks, you can go to all of them. That's the difference That's right, yeah And there is the one-time enrollment fee So whichever plan you take here, the first month plus the last month plus the one-time Gotcha Which one would you like to get started with? Probably just do the single club for now. Okay If not, maybe the six months. I just don't know how long I'll be in the area I just don't want to commit for the whole year Okay You can get that going for you guys Yeah And I can see you don't know when you're, are you like moving? Yeah Arizona soon Okay And then what part would you like to do this for? The monthly billing Okay So do you see yourself moving in here? Like, six months? Yeah Hope this is the last winter I get to live Yeah, no, I understand Have I been here too long? What about you? Are you from there? Yeah, I've been here my whole life I'm actually from Genesee, Wisconsin But I'm like familiar over here Yeah Are you still up in Wisconsin or did you move down here? Yeah, I'm still in Wisconsin Nice, I like Wisconsin more than Illinois It's a lot more chill Yeah, unfortunately I had to leave the city a lot for work When I was younger it was really fun, but now it's like simple life What is a good email? SeanPrezny at gmail.com 847-224-3626 847-224-3626 So I assume after my first seven days of the trial then you guys are going to enroll me in the single club? Would you like to do the seven day trial? Yeah, just to see Okay, yeah, we have that option And then which plan would you like to because after the seven days it does roll over into a membership based on the plan you picked Yeah, just the single club 847-224-3626 847-224-3626 847-224-3626 Yeah, I like it I like that it's a bit smaller and that it's 24-7 Yeah And it's closer to you than the other one you used to go to Right, that was just It's easy when someone's texting you like, hey, be there versus when you're by yourself I know, it's just not going as much Maybe I need to switch everything up and go somewhere a bit closer So, yeah, I just wanted to try it obviously for the week, but I'm probably more than sure just from the drive alone it's going to be nicer Okay, so you wanted to try it versus to get a feel for it Yeah But is it a upfront cost at all? I guess it's more as far as why I wouldn't do it like, we're on a piece of land like, again, I just don't know like, already kind of having the notions of trying to move to Arizona so it's kind of like a five-month thing like, it just would make no sense to sign up for a year if I know and like, eight months from now I'll be moving so Go ahead We haven't filled out our membership agreement so it's for the seven days you're going to be teaching so you're not wired in for any like, injuries and stuff Okay So after the seven days you don't need to cancel it'll be $267 and technically you're not going to be teaching in April not April 1st because we're signing it in March Okay and your monthly rate is different so this is partly intentional Yeah Is the enrollment fee did it say on the monthly that it was $270? I thought it was $149 Yeah, this is where this is like your whole total to sign up for your first one last one and $149 Gotcha, okay, that makes sense Yeah, if you're not the first one it can be that far so don't worry Yeah, that makes sense Okay So then here it says your data, everything is set to not liable to pay per episode Here it says that we charge you part of your first and the month If it fails on the first we let it with non-local fee and then there's some problems you've lost Okay So just make sure that your payments are going through on the first otherwise we can send out an email about your payment not processing so there's a link you can pay online as well Okay Yeah Cancel your membership your balance once the ad is zeroed you can't be owing anything you have to schedule an appointment like you did for today to cancel so there's a form you can fill out and then so this says explain the seven day trial Oh, I forgot to mention there is a $25 rewardable deposit and deposit Okay Got it and then to cancel you would simply reach out to the number you were texting to Okay You also have my personal I did reach out to your personal information if you have any questions about your trial or if you want to cancel go ahead and do that and then to hold your account it's $10 per month $10 per month so if you're traveling you can you're not going to share with everyone you can set it for $10 $10 each month Okay and then to bring it back it's $15 and you have to let us know and then our annual maintenance fee is $39 once every year and then finally we have no refund policy no refund policy Do you have any questions? Nope Straightforward and then I'll have you text these two boxes to me and then Alright let me take your picture One Two Three and then Hey I'm going to get your key fob and it'll be all set Alright Thank you Sammy I appreciate it Awesome Any other questions? No Okay Alright Thank you Bye Bye Bye Bye Bye Bye Bye Bye Bye Bye Bye Bye Bye Bye Bye Bye Bye Bye Bye Bye Bye Bye Bye Bye Bye Bye Bye Bye Bye Bye Bye Bye Bye Bye Bye Bye Bye Parade Bye Bye Bye Bye Bye Bye Bye Bye Bye Bye Bye Bye Bye Bye Bye Bye Bye Bye Bye Bye Bye Bye Bye Bye Bye Bye Bye Bye Bye