I’ve jokingly asked, “Well what’s stopping you?”. Most individuals say their body isn’t ready for the ‘rough and tumble’ personal training routine. But then you can invite them to 1, 2, or 3 free sessions and show them that it isn’t a cookie cutter program, but a tailored experience for the individual. Often they bite for the free sessions and it’s all about proof in the pudding after that!
All good answers. Lack of commitment to an expressed interest in training is at or near the top of the list. I would ask if not now, then when? I encourage a potential client to realize that if he/she is just starting a training program, there will always be reasons to wait. I agree with the suggestions to offer a free session so the prospect can evaluate your style, as well as to, hopefully, recognize that his/her training may not be as grueling as he/she imagined.
I have always been a soft pitch salesperson. But I do tell these types of clients (these are clients that are already at your gym usually and working out already), “If you are working out now and not seeing results that you want, it is most likely that you aren’t working out in the most productive manner. Waiting is fine with me, but you are wasting time either way. I don’t want to waste your time or mine. I have an opening (I find an opening at the time that I see them at the gym already) at this time on FILL IN THEIR NEXT USUAL TIME. I say we get together and make your time in the gym worth your while. ” It works better than half of the time on these type of clients.