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Hey, “NAME” this is just “name” from XXX you recently booked a call with us in the last few days (the exact day) about possibly getting help with your health and fitness.

Is this an appropriate time?

Cool, I just want to mention that these calls are recorded for training and quality assurance. Is that ok?

So I was curious when you went through the ad, what was it that attracted your attention?

(I should probably start off by asking you have you found what you are looking for or are you still looking?) cold calling only

Ok, well do you know what you are looking for? (this is the answer to the question below)

Besides… XYZ is there anything else you are looking for?

What are you currently doing now to help you (insert what their goal is) if I could ask?

And how long have you been doing it that way?

I’m curious what made you start doing that?

So do you…do you... like the training and nutrition plan, you have in place now?

Oh, what do you like about it?

Is there anything else you like about it?

So to me, it sounds like things are going fairly well for you, is there anything you would change about your (present situation) if you could though?

What don’t you like?

or

So I'm curious what is it about your ________ that you don’t like?

What do you mean by that?

How long has that been going on?

Has that had an impact on you?

In what way though?

Just so I can see the rationale behind why you might be looking to INSERT GOAL, but besides having a (repeat back what they told you they want)

what's the main reason why you’re looking to really streamline this process rather than doing it the way you have always been doing it?

Ok, so I think that I understand what you are possibly wanting to achieve.

Can you walk me through a typical day at the moment? Study, training, TV, phone)

Ok that all makes sense,

In terms of taking time for yourself.

Do you do anything that's just for you? Stuff that takes time and money?

Would you be willing to reduce some of those things to help you achieve your goal?

Ok, that sounds reasonable.

The last thing I want to check would be stress.

Stress plays a large role in the success of the program.

We find with our clients that the 2 most common stresses are finances and partners.

Does your partner know that you are on this call today?

Or are we on a secret mission? (playfully)

Is your partner supportive of you learning the skills to get XYZ so you can XYZ?

So if he is supportive would you have to go and ask her before you make a commitment today?

With the finances are you guys ok atm?

I want to make sure that we can help in any way possible and this can be a huge stressor for some and can really affect creativity and productivity.

Ok that all makes sense.

Do you have much experience in business building?

We do elite online training but to understand why I will give you some info on what others do.

The large group is great, it is really good for people looking for fun and fitness.

It's a large group doing generic but good exercise.

It costs about $40 a week and that's great but maybe not super relevant for you given your goals.

Then you have 1 on 1 High End coaching which is amazing but cost-prohibitive.

Not everyone can afford $150-300 a session 3 times a week which is the average cost.

Which is why we do elite online training.

It gives you the personalization of 1 on 1 but the frequency and fun environment of the groups

You get training, nutrition, and mindset coaching for about the same price as 1 high-end pt session.

So you can see how doing it that way gives you the best chance to get a result right?

So before you started talking with me..., were you out there looking for ways to (lose weight) so you could (what they said they wanted) or what were you doing?

I'm curious what’s prevented you from doing that in the past?

How did it work out for you, with that company/coach?

What type of results did you get with them?

What do you think held you back from having success with that strategy/approach?

Ok what prevented you from going with that company

Let's do this just to make sure that what we are doing would actually work for you but besides __________ and ____________ what are you actually looking for in training and coaching programs, what would be your ideal criteria?

Why is that important to you now though?

Is there anything else you’re wanting?

So tell me NAME, honestly, with how you feel RIGHT NOW about where you’re are at, considering XYZ is where you want to be?

Ok so with what you are doing now, and be real with me but how close are you to being able to, not only get to but also maintain that (goal weight/goal) over the long term?

So let's do this rate out of 10 where you are now if where you want to be is 10?

What would it take to get to a 10?

So let's say in the next 24 weeks we were able to help you get to XYZ what would you do in 6 months’ time that you may struggle to do now?

(they will say, play with kids, wear nicer clothes, etc)

What would that do for you personally to be able to do that?

What do you mean by (insert emotion from above or flip one)?

Well, how long has that been going on?

Has that had an impact on your relationship with your partner?

Has that had an impact on you and your family?

In what way?

Well, how would it be different though you were XYZ that (plug in what they said they won't), how would your life be, may be different than it is now?

How would that make you feel though? (brings out their emotion/feelings) burning house running away a little different to how you feel right now yeah, and you know mindset plays a huge part in our health and wellness, every time you say to yourself, (whatever negative things they have said or about how they currently feel now), those thoughts are affecting your results and you may not even be aware of it.

So what do you think the biggest thing we could help you with would be?

Time to make a change possibly?

What if you don’t do anything about this though and you just keep doing the same things over the next 3, 6, or 12 months?

(If ‘ill keep doing what I'm doing) how is that working out? Like what

Are you willing to settle for that?

Well, whose choice is it if you settle or not?

So do you want to change your situation

and start losing the XYZ

so you can XYZ

or would you rather stay where you’re at?

Well, why is that (so) important to you?

OR Why now though, why not just do it later?

If needed: Have you considered the possible ramifications

about not doing anything about this?

So how important is it for you to change your situation and start losing XYZ so you can XYZ?

Ok, so time to make a change possibly?

Ok well based on what you’ve told me, what we are doing might actually work for you.

Because you know how you said (repeat back their logical problems)

that your (insert logical problem) to be able to get to XYZ goal?

And because of that it's causing you to feel(repeat back their emotional feelings) I think you had mentioned a little bit of stress sometimes? (Intentionally minimize the emotion - don’t make it a big deal)

So tell me NAME, why should we offer you a position in XXX?

(Actively listening)

so... NAME would you like to be part of XXX? (Drag the question out playfully)

Awesome!! (Excitement)

Well, this is what XXX does and this is how it would work for you.

With your permission, I can go over a few things that we might be able to do for you to help you with your situation to solve some of those problems.

Only pitch 3-4 features and benefits and the problem it will solve.

Don’t want to overload them with information.

$4500 / $2300

X weeks coaching from the Best/Top X Coach in the WORLD - NAME – (Excitement)

1. Personalized training programs that change 3 -4 weekly all suited to at-home workouts

2. Individualized MACROS based on your body and goals

3. Weekly Check-ins with personalized feedback every week

4. You become a part of a community of like-minded people/women going through the same thing at the same time, it's an

amazing support network!

5. Access to our private online coaching forum, full of content and education

6. Access to multiple live contact hours weekly with Founder.

7. Exclusive access to X’s video content & XXX events like the XXX.

8. Special bonus'

Do you...do you feel like this could be the answer for you? (draw it out)

Why though? Or Why do you feel like it is though?

(Ok what would that give you?)

Do you feel like this can be something you can do to get you where you want to go?

Well, NAME,

I don’t really have anything else to go over with you, it looks like we covered the basics of what you might be looking for in your health and fitness really the next step would be if its appropriate, is we would make some type of arrangement for you to join XXX, you can use a credit or debit card

and then at that point, we will go through your onboarding initial training, introduce you to Founder and start the process so we can start getting you closer to your goals and get you WHERE THEY WANT TO GO

Would that be appropriate or how would you like to proceed from here?

Hold on.. How does your ___ feel about you having the right skills to make sure that you transform in the next 26 weeks? So that you can/feel XYZ?

Okay, well what are you going to do if they don't want you to invest in a program so that you can get to that (insert goal) in the next 6 months?

Tell me if you did have the funding, is this something that would work for you?

(Most will say yes)Why do you feel it would though?

Okay, so I can appreciate that money might be an issue from what you told me.

How do you think you can resolve that where you can find funding to get the training and coaching to actually get you where you want to go with your health? (Let them come up with ways)

You said earlier you enjoy doing XYZ as some “you time” what about reducing some of that?

What other avenues do you have to find funding to get you to the goal of ZYX in the next 6 months? (plug in what they want)

Have you ever considered putting it on a credit card and just paying it off? Or pitch PAYMENT PLAN

I get this is hard! I understand that!

Let's just say you live on a deserted island - you can see 17.1 nautical miles in every direction -(that's how far the eye can see at sea level.)

That's your whole world, so every single decision is based on that point of view - you can walk around that island as many times as you want but you'll only see the same thing, it's not going to change. So in order to get the perspective you want, you need to be on top of the mountain.

So like how do we get there?

What are the steps we need to take in order to see the world for what it is?

Step 1 we need to put on the boots, pick a direction and start moving forward.

SO ... what do you need to do to get the perspective you need to make the decision?

Because people only lose weight when they make decisions of a fit person, people in business only become successful when they make decisions of a successful person. So if the decision process you are using has led you to be where you are right now?

HOW do we put you in a position where when you go to bed tonight you know you are doing everything you can to get where you want to be!

I appreciate the opportunity to be able to help you. Can I ask you in your mind how do you feel we have been able to help you the most?

With that in mind, who do you know that might be struggling with

insert problem they said?

Ok, can you tell me a little bit more about this person and why you feel I could help them?

Well, how do you think it would be best to approach ________?

Do you feel like you should communicate to X first that I would be calling?

What do you think you should say?

Can I make a suggestion?

What if you talked to her about the problems and challenges you were having and how we solved those for you, to see if he might have some of those same issues as well?

Would that make sense?

So besides ________, is there anyone else you feel I could possibly help?

Hi, is this _____________, this is just ____________ a mutual friend/business associate of yours _______ suggested I call you as I recently helped them get set up to improve INSERT the problem you helped, NAME had mentioned to me that you might be looking for ways to do that as well.  Is this an appropriate time to talk?

_________ nice to meet you, just so I don’t go over things you have already talked about with _________ perhaps you could give me you’d like to cover so we could focus on you and what you might be looking for?

Hey ..., I’m not sure if you’d be able to help me or not but I think we had a call booked a little while ago and it looks like we never got to speak with you. I do apologize if it was us. With all the timezones, it can sometimes get a wee bit confusing.  Anyway, I wanted to see if I could arrange a time to give you a call and see if we can help you with your XXX...