Using  these probing questions to bring the sales conversation back  to YOUR goals - i.e. understanding which features and benefits your prospect is interested in and what fitness goals they are looking for - and which ones they are not interested in.

Any time you feel that the conversation has gone askew, try one of these questions to gather critical info and preferences to help steer the boat back on course.

Also it is important to Repeat back what your customer or prospect has said. This is to make sure you show you are listening to their EMOTIONS as well as  words.

I hear you basically saying that you you haven't really made up
your mind quite yet? What would it take to help you make the
right decision either way?

So what I hear you saying is that you are a little bit _______?
Tell me more about that feeling. OK, what do you think we could
do about that?

OK, that sounds pretty important. Can we discuss that in a little
more detail?

I can feel your excitement about the club! That's Excellent. If you
think that's something wait until you hear this ...

I want to make sure I've got this exactly right. Can you
please share your opinion one more time just to make sure I
understand ? What makes you say that?

Let's make sure you and I are understanding each other - if we
can give you $25 dollars off, then we can do this, and you'll okay the membership agreement.

OK, I hear you. If I understand you correctly, you really like the
idea of joining the club, but the only thing holding you back is _______?

Are you saying you'll go ahead and get signed up if we can do the payments you were comfortable with?

Right, like you said, it's smart to _______. You'll be happy to know that _______. How does that sound to you?

By digging into the situation whether it be during the pretour evaluation or you are trying to overcome a concern after presenting prices I suggest you have as much insignt as possible.  It is also smart to let your prospect know you are listening to them fully as this alone gives you a lot of credibility.