I'm also working on establishing myself, but my opinion is that with #23 it is your responsability to always explain your plan with the prospect/client. That said if it's a free session I think the best thing you can do is give them a demanding workout , but keep it simple so you can make them work and also explain that this is all you can do with one free session and that with a few more sessions you could give them a more complex/indepth routine.
#24 I personally don't use this and any time I get a client sat down, we either decide right then or they do call me.
To address both 9 and 24, I would say if you have a full schedule then these tips would apply, but at first I wouldn't be very agressive about it.
In general I think alot a his sales tips are helpful, and I think part of what 9 and 24 address are client commitment. That is the one deal breaker for me, if a client isn't commited, then you are wasting your time and other gym members will see their lack of results and motivation and these member will think it could be your fault.
My thoughts
Ned
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