Sometimes, when they are invited to become a client, the prospect’s eagerness disappears.

Scenario #1

The prospect may say: Yes, I need to find another job, this one is making me miserable! I have been thinking about it for almost a year, and I have to get serious and do something about it now.
But when you ask them to hire you, they say: I know I do need to get out of this job but right now I have so much going on with my husband changing jobs and my mother-in-law being ill… I’ll just have to put this off.

Scenario #2

The prospect says: Personal trainer, I just haven’t had the time to get to the gym. But I just changed jobs and work less hours so now I have more free time during the week and have no excuses. I really want to get this weight off and be healthy.

Then, when you ask them to hire you they say: I don’t really know if I have the time to commit to this right now. Before I do anything, I really need to sit down and review my schedule and talk it over with my partner, then I really will be ready to start. What times do you have open when I am ready to have my first session in a few months? I promise I am not like other people; I really am going to start soon.

When the prospect says they aren’t going to start working with you, remind them in their own words. John, earlier you stated, “I really have to quit my job, because I am miserable. I’ve been talking about it for a year, but now I am ready to take action. I just can’t take it anymore.” Do you recall saying that and feeling that, John?