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my name is jim thomas and welcome to the fitness management update our topic today is words you should never use in the gym membership sales process now youve heard us talk about this you know many times in that in the sales process the first rule is you want to be agreeable and the reason you want to be agreeable is because its very difficult if not impossible to gain agreement when you have disagreement so you get in the habit of mary i understand mary i felt the same way myself mary i agree with you mary youre right you know mary a lot of our members feel that way so you want to get in that habit of being agreeable and we want to give you some words today that you want to stay away from in this sales process you know the word no lets eliminate the word no from our vocabulary when talking to a prospect in your fitness center the word i disagree the word competitive you know youre not looking to be competitive youre looking to rise above that you know you want to be you know wha