Practice the hard conversations before they cost you a member.

1. Every persona · Persona 1 · Megan, 34 Post-postpartum · Careful · Price-sensitive 01

   "I'm here because I just don't recognize my body anymore. But honestly, I've started a hundred things. Why is this different?"

   Two kids under 5. Hasn't worked out consistently in 3 years. Tried Peloton, fell off after 6 weeks. Husband just got a raise so there's some budget but she feels guilty spending on herself.

   What this tests

   • Your ability to handle "I always quit" without being patronizing.
   • Your ability to sell to her without making her feel guilty about the money.
   Make this template yours

   Template 01: your ready-to-use copy"I'm here because I just don't recognize my body anymore. But honestly, I've started a hundred things. Why is this different?" Two kids under 5. Hasn't worked out consistently in 3 years. Tried Peloton, fell off after 6 weeks. Husband just got a raise so there's some budget but she feels guilty spending on herself.

   Replace placeholders and verify every price, offer and factual claim before publishing. Edits stay on this page until you leave; copy or download your work to keep it.

2. Every persona · Persona 2 · Greg, 47 Reclaim · Skeptical · Former athlete 02

   "Look, I've heard this pitch before. Every gym says they're different. Convince me you actually are."

   Played college baseball. Hasn't worked out seriously in 15 years. 40 pounds heavier than playing weight. Hates feeling slow. Has plenty of money. Has been to 3 other gyms in the last 2 years and quit each one.

   What this tests

   • Your ability to handle aggression without matching it.
   • Your ability to push back without losing rapport.
   Make this template yours

   Template 02: your ready-to-use copy"Look, I've heard this pitch before. Every gym says they're different. Convince me you actually are." Played college baseball. Hasn't worked out seriously in 15 years. 40 pounds heavier than playing weight. Hates feeling slow. Has plenty of money. Has been to 3 other gyms in the last 2 years and quit each one.

   Replace placeholders and verify every price, offer and factual claim before publishing. Edits stay on this page until you leave; copy or download your work to keep it.

3. Every persona · Persona 3 · Sara, 28 First-timer · Intimidated · Social 03

   Doesn't say much. Avoids eye contact. Murmurs: "I just... I don't even know what I'm doing here. This is so embarrassing."

   Never been to a gym. Just got engaged, wants to feel confident before the wedding in 8 months. Her sister is the one who pushed her to come in today. She's been crying in her car for 10 minutes before walking in.

   What this tests

   • Your warmth. Your ability to slow down.
   • Your ability to make someone feel safe before you say a single thing about programs or pricing.
   Make this template yours

   Template 03: your ready-to-use copyDoesn't say much. Avoids eye contact. Murmurs: "I just... I don't even know what I'm doing here. This is so embarrassing." Never been to a gym. Just got engaged, wants to feel confident before the wedding in 8 months. Her sister is the one who pushed her to come in today. She's been crying in her car for 10 minutes before walking in.

   Replace placeholders and verify every price, offer and factual claim before publishing. Edits stay on this page until you leave; copy or download your work to keep it.

4. Every persona · Persona 4 · Tom, 52 Dad mode · Time-poor · Practical 04

   "I have 3 hours a week, no more. What's the most efficient version of this for someone like me?"

   Two teenagers. CEO of a 60-person company. Brought in by his wife who told him "you're going to die early." Doesn't want hand-holding. Wants a clear plan, clear results, minimum time investment.

   What this tests

   • Your ability to talk like a peer, not a coach.
   • Your ability to be specific and direct without padding.
   Make this template yours

   Template 04: your ready-to-use copy"I have 3 hours a week, no more. What's the most efficient version of this for someone like me?" Two teenagers. CEO of a 60-person company. Brought in by his wife who told him "you're going to die early." Doesn't want hand-holding. Wants a clear plan, clear results, minimum time investment.

   Replace placeholders and verify every price, offer and factual claim before publishing. Edits stay on this page until you leave; copy or download your work to keep it.

5. Every persona · Persona 5 · Marcus, 39 Switcher · Educated · Comparing 05

   "I'm shopping. Walk me through what makes you different from [competitor]. And spare me the marketing speak."

   Currently a member at another boutique gym in town. Frustrated with their coaching quality. Has been training for 8 years. Knows the lingo. Has appointments booked at 2 other gyms this week to compare.

   What this tests

   • Your ability to differentiate without trashing competitors.
   • Your ability to sell quality over features.
   Make this template yours

   Template 05: your ready-to-use copy"I'm shopping. Walk me through what makes you different from [competitor]. And spare me the marketing speak." Currently a member at another boutique gym in town. Frustrated with their coaching quality. Has been training for 8 years. Knows the lingo. Has appointments booked at 2 other gyms this week to compare.

   Replace placeholders and verify every price, offer and factual claim before publishing. Edits stay on this page until you leave; copy or download your work to keep it.

6. Every persona · Persona 6 · Jen, 41 “I’ll think about it” · Polite · Avoidant 06

   "Wow, this was really helpful. I just need to think about it. Can I let you know in a couple days?"

   Sweet, smart, friendly throughout the entire tour. Asks great questions. Seems engaged. Then when you get to the close, says: "This is great, I just need to talk to my husband / look at my budget / think it over." Has no real objection. Just doesn't want to decide right now.

   What this tests

   • Your ability to surface the real objection without pressuring.
   • Your ability to convert a soft "no" into a specific next step.
   Make this template yours

   Template 06: your ready-to-use copy"Wow, this was really helpful. I just need to think about it. Can I let you know in a couple days?" Sweet, smart, friendly throughout the entire tour. Asks great questions. Seems engaged. Then when you get to the close, says: "This is great, I just need to talk to my husband / look at my budget / think it over." Has no real objection. Just doesn't want to decide right now.

   Replace placeholders and verify every price, offer and factual claim before publishing. Edits stay on this page until you leave; copy or download your work to keep it.

How to use these: Pick one persona. Have a teammate read it and play that role. Run a full consult. Record the audio on your phone. Score it with the Floor Sales Scorecard (Chapter 14). Then switch roles. Five reps a week for a month transforms a sales team.

Role-Play Persona Pack, The Full Gym, Chapter 19.