Transcription
The best salespeople don't sell people; they un-sell people.
Instead of asking, "Would losing weight so you can play with your kids be important to you?" obviously, it would, but just because it's a yes doesn't mean they want to do it. Instead, swap that with, "You don't seem too bothered that you can't play with your kids. Our program only really works if losing weight is something you're committed to, and right now it doesn't seem like we have alignment."
Now they're in a position to where they have to sell you if they want to join your program. It is a simple but effective technique, so don't sleep on it because.