Every sale has five basic obstacles: no need, no money, no hurry, no desire, no trust. —Zig Ziglar

Recently I considered joining a new gym. It was about a fifteen minute drive from my apartment. On my first arrival they directed me to a salesman. His spiel didn’t convince me; frankly, I loath sales tactics that prey on the most base aspects of human tendencies. Also, I considered the cost too high. I walked away.

On further research I found a free, five-day trial for the same gym so I went back. I tried Zumba . . .not for me! The spinning class though was right up my alley. I haven’t joined yet because honestly I’m slow to join any group, and I’m a cheapskate! However, the cost doesn’t seem so high anymore, and I’m beginning to believe they have something meaningful to offer me.

It wasn’t their words that convinced me; it was the service they gave me for free.