Beyond “I Need to Think About it:” Sales Experts Reveal How to Close a New Member
So you have just spent an hour of your time with a new member or personal training client. You’re feeling good about the consultation, and then they say, “let me think about it and I’ll get back to you.”
“That usually means no, and the person is trying to protect (your) feelings. The chances of the person calling (you) back with a yes or a no after a waiting period is pretty small,” said Greg Mack, a sales coach who has spent 30 years in the fitness industry working with hundreds of CrossFit and functional fitness gyms.
This is why Mack teaches gym owners and coaches to structure their introductory with a prospective client in a way that encourages a yes or no answer at the end.
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