Chapter 3

What had they decided before walking in?

Trước khi bước vào, khách đã quyết điều gì?

The chapter's question

What happened that made this person look for a gym this very week?

Big idea

People do not buy a membership card; they buy a change they had already decided they needed before walking in.

In this chapter

  1. Part 3.1

    The Trigger

    What happened just before they walked in?

  2. Part 3.2

    What They Tried Before

    Where did they train before, and why did they stop?

  3. Part 3.3

    What They're Afraid Of

    What does a newcomer fear when walking into a gym?

  4. Part 3.4

    Recording the Answers

    Where do I record what they said?

The reading for this chapter is inside Conan School

This chapter has 4 readings, with case stories and exercises. Chapter 1 of The Person Who Walks In is free to read right here.

Read in Conan School

Chapters of The Person Who Walks In

  1. 1.Where exactly are we losing people before they join?
  2. 2.Is the tour for showing off, or for listening?
  3. 3.What had they decided before walking in?
  4. 4.When they ask the price first, should we answer?
  5. 5.Did the ones who walked out really say no?