You stayed warm and patient through a genuinely difficult conversation with a prospect who had real fear from a past bad experience — that emotional steadiness kept him from walking out entirely. The sale was lost because the full objection sequence was never run; when he said he wanted to wait until summer, there was no Deaf Ear Close, no tie-downs, no isolation of the real objection — just acceptance of the delay, which let the motivation walk out the door.
There is something you did in this consultation that most reps would have failed at completely, and I want to make sure you see it clearly before we talk about anything else. This prospect came in carrying genuine fear. He told you about the mess.com nightmare — signed up for something he could not get out of, no one to call, money still coming out of a card he had to cancel. That is not a throwaway excuse. That is a person who has been burned and is now hypervigilant about anything that feels like a trap. When he started telling you that story, you did not get defensive, you did not rush him, you did not make him feel stupid for being cautious. You just listened. And then you said 'No absolutely not, I promise you it will not' when he worried about being charged. That moment mattered. He stayed in the building because of how you handled that. Most reps would have lost him right there by getting impatient or dismissive. You kept him. But here is where I need you to see what happened next, because this is where the sale slipped away — not because you did something wrong in an obvious way, but because you did not do the thing that would have changed the outcome. When he first told you he wanted to wait until summer, you said 'Are you busy right now is that why you're waiting till it's summer?' That was a good instinct — you were trying to understand. But when he explained the commute situation, the conversation drifted into logistics about trains and driving and where he works. That is the moment the sale started dying. Not because you were rude or made a mistake, but because you accepted his timeline without ever finding out what was really stopping him from joining today. Here is what was actually happening in his head at that moment. He liked the gym. He told you he was 'for sure' going to be here this summer. He said 'without a doubt.' Those are buying signals. A person who does not want to join does not say 'without a doubt.' He wanted to join — he just had something in the way. Your job was to find out what that something actually was. And the only way to do that is to run the Deaf Ear Close. You should have said: 'I totally understand... Did you like the gym? Does it have everything you need? Is there any reason you couldn't get started today?' Three questions. Simple. But watch what they do. 'Did you like it?' — he says yes. 'Does it have everything you need?' — he says yes. Now his own words are working for you. Then 'Is there any reason you couldn't get started today?' isolates the real objection. Maybe it is the commute. Maybe it is the money for his car. Maybe it is the fear from mess.com. You do not know until you ask. And until you know, you cannot solve it. Instead, what happened is the conversation wandered, he asked for a seven-day trial, and then he downgraded to a day pass, and then he paid fifteen dollars and left. And here is the number that should keep you up at night: ninety-eight percent of people who leave without joining are never coming back. Not because they are liars. Because the motivation that brought them in does not survive the drive home. By tomorrow he has forgotten how good the gym felt and he is thinking about his car and his commute and twenty other things. Summer will come and go and he will not be back. That is not pessimism. That is what the data shows, over and over. The other piece I want you to see is the seven-day trial sequence. When he asked for the trial instead of joining, you did the right thing by not pushing a hard sale — that is correct, and I do not want you to think otherwise. But the By The Way Close at the end of that visit was never run. Before he walked out, you should have said: '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?' That close works because it reframes the decision. It is not 'do you want to join?' It is 'would you rather save money now or pay more later?' Almost everyone picks saving money. And now you have a member. Here is the one thing I want you to practice before your next consultation. When a prospect gives you any version of 'not today' — whether it is 'I want to wait until summer' or 'I need to think about it' or 'let me talk to my spouse' — your first response is always the Deaf Ear Close. Always. No exceptions. Say it out loud right now, ten times, until it feels natural: 'I totally understand... Did you like the gym? Does it have everything you need? Is there any reason you couldn't get started today?' Those three sentences are the difference between a prospect who walks out and a prospect who stays long enough for you to actually help them. You kept a scared prospect in the building with patience and warmth. That is a real skill and not everyone has it. Now add the Deaf Ear to your toolkit and you are going to start closing people who would have walked on anyone else.
Over the prices yeah Policy yeah, I'm not in the past. Yeah, I'll put for sure out by the time of summer Yeah, yeah for sure so at our gym. It is 24-7 so you can use it all year round um there are no contracts so Here are the current deals we have For six months you get access to this gym only and you'd be paying the three fifty four with the 149 Or you have the 12-man plan here you get access for a year here and again We pay this amount with the enrollment. This is a one-time fee like any other gym And then this is our 12 month access multi-club and guest privilege, so this is our newest plan It gives you multi-club access and guest privileges, so you can bring a friend each time you come I'm not sure if you're looking into going to the other gyms, but this one is the only plan that has zero dollar enrollment We do have monthly options, so this is our month-to-month So with the single club it gives you access to this gym only the monthly rate is 59 to get started with whichever plan You put your first month your last month and this enrollment fee of 149 So in total this one's 267 to get started this one. It gives you guest privileges at this gym 89 bucks a month so in total to get started It's 327 and then the multi-club with guest privileges you can go to all of them and bring a guest 343 to get started So yeah First and it's 59 as a monthly rate every first I would be Sign up Okay Yeah Yeah Are you busy right now is that why you're waiting till it's summer um Summer I start to travel parkour Probably spend work travel three hours a day, but it was carting around Doing going around the morning four hours so in the summer I start up taking the train so I don't have to try to drive left I took the train Wait where do you work? I'm sorry I work in the public boarding park Oh It's an hour and a half drive Yeah I can take the train though in the summer That's my plan Yeah Probably pick up about about Okay I'm sorry I forgot to ask What's your phone number? 247 204 4590 Is this a good billing address? Um Yes Nah Okay I'm actually I'm actually I'm actually I'm actually I'm actually I'm actually I'm actually I'm actually I'm actually Yeah 95 Spring Drive Is it It's not coming up It comes up but from a different state Oh man This code is 600 100 Oh 95 Terrace T-R-R-A-C-E Spring Um I was playing Terrace Sorry about that Thank you Okay so for the 7 day trial Which plan would you like to do for that? Uh Like are you looking to bring a Fridge time or I'm going to Uh Like May, June I will sign up for Monthly single Probably the first month or last month And then I'll sign up For 9-1-1 But Until Yeah Yeah Yeah Yeah So then You plan to use the 7 day pass this week though right? Okay I'll put the single club for now I have to pick a plan So I'm just going to do single club And then With the 7 day pass There is a $25 refundable deposit For the key club That's for the 7 days you get the key club So you can get in and out as many times as you want It's expensive so that's why we've asked for the deposit Because after the 7 days If you want to cancel And not get charged You have to return the key club Does that make sense? Yeah Okay Oh I don't We don't take cash it's card only Oh Oh No it's not an actual membership It's just for the 7 days free So you can get the key club Yeah And yeah just a reminder It does roll over into a membership So the system assumes you're signing up So to cancel you would have to make an appointment To come back and return the key club with us So you could text the same number that You scheduled the appointment with As a point of contact Gotcha It's very uh What's like a daily Our daily pass is $15 You know what I can just take the Daily pass? Yeah I am for sure going to be here this summer Yeah Without a doubt but I'll just For now No problems Yeah I just had some bad experiences Your child? Not my child, my card I got signed up for stuff There's a lot going on right now Actually I do need this Wait a minute Because you do want to pay the $15 right? You don't take cash? No we don't take cash at all I'll pay the $15 But I don't want to be signed up for this No no absolutely not Just all you'll need to sign is a liability thing So you can work out Just so we don't get liable for that My card is in the shop right now It's a box like Toyota And that was $2000 I just got out of a bad experience Where he I was An old man And I was Looking around on mess.com For some of my stuff too And I end up signing up for it Because I see somebody On the community portal And then I think it is like Long story short I end up not liking mess.com And I can't get out of it I'm stuck in it for a year And it's like $250 And I can't get out of it So I had to cancel my card My credit card There's no contact number So I was I just had a bad experience Trying to like There's no number to call Mess.com and say I'll take so much money And then stop Don't film me for an entire year There's no one to contact I'm not taking the account I'm lying But they won't stop looking for me So I had a bad experience But I will be here This summer Because I will be here On my bike Some months later Okay One second I have to ask my manager Okay We are just going to sign this For liability purposes We're not actually doing the membership I want to make sure It's just For liability Medical and injury purposes I'll have you check these boxes You can click on it This is like Oh there it is It was dead on me yesterday That was weird Hit enter And then this box too Yeah this is like It's just for the liability This is not a membership That's why I wanted to ask Is this what they said? Right here You can scroll it too Okay Hello Hello can you hear me? Yeah I can hear you Yeah yeah You can just like scribble it here It's touchscreen Oh okay Yeah I can clear it up You can scribble again Okay Okay what's the I mean the cheaper part Does that come in? Okay how long does that take? Okay alright yeah Sounds good Alright thanks Okay Yeah $2,300 now For the car They said they had to get They couldn't find The cheaper part Yeah that's fine I have an oil change Tomorrow Anyway let me get you a picture Your day pass is all set Okay This is going to try to fill me in on my account Sorry about that No absolutely not I promise you It will not I hope it doesn't you come back in the summer Though Once you get your cards into it Do you plan on coming back later today? Or just this session you're coming back Just now Okay there is an app If you want to come back later today To use your whole day I can give you the credentials now Otherwise Okay I'm going to be here until 2 Any questions? No Thank you very much Bye Bye