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$3M/month Fitness Sales Script w/ Analysis

4 Stages:

Negative Situation - What’s going wrong?

1st Target → Get to a Level 2 or 3 Conversation (Figure out the WHY)

2nd Target → Ask the 4 Horsemen Of Pain (Expand The Pain)

3rd Target → Rapid Fire

Desired Destination - Where do you want to go?

1st Target → Define 3-4 Month Goal

2nd Target → Expand Goal to 3-4 Years Goal

Negative Implication - What happens if you don’t get there?

1st Target → Get Timing Commitment

2nd Target → Create Pain Around Waiting (COI)

Dynamic Presentation

1st Target → Show how our pillar(s) solves their specific Negative Situation

2nd Target → Show How our pillar(s) get them toward their Desired Destination

3rd Target → Prospect agree’s that our solution is the missing link/COO (category of one)

Script

#1 - Negative Situation

Make Negative Situation More Prominent In Their Mind

First Target: Get to a Level 2 or 3 Conversation

“Hi [Client Name], it’s just Coach [Your Name] calling from [PRODUCT], how are you today?”

“Good. you?” - Client Name

“Great, well I have been assigned to your account as one of your success coaches, and I do have your chart pulled up here and it looks like you're pretty serious about losing anywhere near [x lbs], is that correct?”

“Yes” - Client Name

“Okay great, well the purpose of today’s call is pretty simple… It's for us to ask each other some questions, have a conversation on your goals, and make sure you have everything you need to get there. Does that sound okay?”

“Yes” - Client Name

“Okay, so I know you mentioned wanting to lose “X amount of pounds"what led to you want to lose that weight in the first place?

If you get a surface level 1 response → Ask The WWW Questions Below To Go To Level 2 or 3

“What's the reason for this that?” (www Questions)

“What’s important about that?” (www Questions - Goal is to Expand from Level 1 to Level 2,3)

“What made you want to lose 20 pounds?”

What made you choose 160 pounds as your goal weight?

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Second Target: After Getting To Level 2 or 3 → Ask the 4 Horsemen Of Pain

4 Horsemen of Pain → Expansion Sequence

“okay and When you say your ENERGY is not quite where you want it to be, where is this showing up in your day to day life?” (Impact Question → Let’s them visualize the negative impact)

Impact Variation: “So when you mention, that your confidence is not quite, where you want it to be, what do you mean by that?”

“How long has this been going on for?” (Duration: → Get an amount of time)

“There’s different reasons for this, In your mind, What do you feel may be the reason(s) this has started?” (exercise, diet, mentorship, support) (Root/Cause → Identify Internal Or External Blame)

Root/Cause Variation: got it, and its been 3 years but you haven’t seen much progress, just to hold you accountable here a bit, do you feel there is any other reason this may be happening?”

“So was there a recent moment that made you think you need support, or has this just been a stack of things over time?” (Trigger Moment → This is a big problem that has been stacking up OR they had a draw a line in the sand moment )

If you didn’t get good timing urgency, ask → “Why is this Something You’re Focused on Now?” (Urgency)

“okay so now seems to be a little bit of a better time?”

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Third Target: After Asking the 4 Horsemen Of Pain → Rapid Fire

Rapid Fire Questions [Conversations Don’t Need to Go Exactly Down This List - It should be more Natural Based on the Flow of Questions & Come Up Organically]

What’s your current weight?

What’s your goal weight?

Age?

Exercise days per week?

What else have you tried?

What did you like about it?

Anything you would change if you could?

Any Health issues or family history of health issues?

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#2 - Desired Destination

Expand their gap, Create a brighter future, Connect to Identity

1st Target: Define 3-4 Months Goal

“Okay, lets say we get your health and energy improved, what improvements like to see 3-4 months from now?”

2nd Target: Expand Goal to 3-4 Years Goal

“Totally possible! Now the real question, down the line as you continue to progress, 3-4 years from now, when you become the BEST version of yourself that you want to be, what does that look like?”

“What would that do for you?” (Logical response)

“What would that mean to you?” (Emotional)

#3 - Negative Implication

Consequences of doing nothing or things getting worse

1st Target: Get Timing Commitment

Urgency / Cost of Inaction (After Big Vision & Level 3 Conversation)

“Totally, love that, and i think i know the answer here…So if you found a way to start seeing these results, when would you want to start seeing these things improve for you?”

2nd Target: Create Pain Around Waiting

“You know this process has helped thousands of clients now & one of our most important questions we always ask to help someone reach their goals is to understand not just the positive goal set but also to look on the flip side of the coin… so just as an exercise, what happens 2 years, 5 years, 10 years down the road if you’re not able to fix this?”

“I appreciate that honesty, and it makes sense, I have your chart, where you mentioned experience *INSERT THEIR QUESTIONAIRE RESPONSE*,* so sounds like you’re willing to start making some shifts to see things improve?”

#4 - Dynamic Presentation

1st Target: Show how our pillar(s) solves their specific Negative Situation

2nd Target: Show How our pillar(s) get them toward their Desired Destination

3rd Target: Prospect agree’s that our solution is the missing link/COO (category of one)

Transition in Dynamic Presentation-

“Okay well, that’s what I really needed to hear… because based on everything you told me, what we’re doing would actually work for you… So out of curiosity if we were to set you up with your own personal coach, a customized plan, and guarantee your results… at a drastic discount… would you be open to providing a testimonial or even some sort of written feedback once you achieved your final goal?”

Would it be helpful if I walk you through what we do and how it works?

“Okay, cool. Well the way the program would work is… we would work with you hands on for the next [x months] to make sure that you know exactly how to follow our proven system. We’re going to customize the process to your life and make it realistic to follow. And once you’ve lost all the weight, we’re going to keep working with you just to ensure that you have the right habits, the right mindset & a maintenance process in place so that you can keep the weight off for the rest of your life… Right?”

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Example Dynamic Presentation:

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Eli Sanchez David Norton Dynamic Presentation.mp4⁠

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Pillar 1: NUTRITION

“So I know you had mentioned that over the past [duration] you have been struggling a little with [pain points/problems].

And taking all that into consideration, I think there’s three things that will actually help you solve this… so the first thing we do, is work closely with you to create quick and easy meal plans based off your Hormonal Profile so that you can NOW combine the right foods, at the right times, in the right amounts - specific to you, your hormones, your metabolism, the foods you love, and your lifestyle…

Ultimately… Getting to your goals will not only feel easier and enjoyable, but it will begin with the proper foundation so that you can achieve long term success... There’s a couple more things, but having proper nutrition as a foundation, Does that make sense?”

Pillar 2: EXERCISE

“Okay great so talking about the second thing is when it gets even more exciting. Right, we pair your personal meal plans with an easy-to-follow exercise layout.

And if we look back at your story, not having both the exercise & nutrition combined in a way that works for your body type or hormones is the main reason you were losing out on getting the results you want…

So we’ll build out a plan together that has you doing movements that work great WITH your age, any sort of physical limitations and your schedule… Right, we’re talking 15 mins a couple times out of the week so that we can put on the fastest path to drop the [x amount of lbs] but more importantly [insert deep desire].

Right and before we go through the last thing… Can you see how both the customized nutrition & exercises guidance sort of work hand in hand?”

Pillar 3: ACCOUNTABILITY

“Awesome, the third thing is what ties it all together… And based off what you told me, I think this is the missing link for you.

Now the Hormonal Profile Nutrition Plan, paired with the exercise program is going to start getting you closer to your goals. But the reason we are able to get such consistent, fast results and more importantly long term results for so many thousands of clients over the last 29 years is because we set you up with your very own personal, qualified Committed Coach who specializes in helping people solve the very same issues you're facing.

It’s so you never feel like you’re doing this alone… And when your not feeling 100% motivated - because nobody is perfect, right? (haha)… You’ll have a team of coaches who will help guide and support you every step of the way to ensure you cross the finish line.

I know you mentioned having pieces of this in the past… but not all combined… Now you’ll have all 3 of these missing links actually working for you… Can you see how this is different from what you’ve tried before?”

To eliminate any risk or worry, we actually guarantee your results. We believe if you do it right, you do it once.

Do you feel like this could be the right answer for you? Why?

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Opportunity For Investment

“Can you see how all three of these working hand in hand together is different from what you’ve tried before?

Yes I can.

“Okay great, so you’re clear on the process of how we can get you where you want to go?”

“So the usual investment for everything we went over to help you achieve your goals is [$3k / $5k / $7k / $10k] But the cool part is, we have a couple things we’re doing right now, it’s basically an Ambassador program, where if you qualify (which you do). You get our “Case Study” pricing. So all that means is when we get you to your goals and you feel confident that you can maintain them on your own… All we ask is for a short testimonial… it can be a video or even written… and for you making that testimonial, we would give you 50% off in good faith up front. RIght, so it comes down to only [$1.5k / $2.5k / $3.5k / $5k] for the [x months] of personal coaching, [x months] of aftercare education & the guarantee of losing all [x lbs]?

And I didn’t think to ask you a moment ago… I guess, knowing that we can guarantee your results, so there’s no hoping and no praying that it might work… but just knowing that you’d have that guarantee in place…how do you feel about that?? (curious tone)

So the next step in the process there's just a couple quick questions we’ll take you through to guarantee your results… Do you have 2 mins?

Email? Phone? confirm full name

Zip Code of your residence, we have [x zip code]?

Is this the same as your Billing Address?

and as far as getting you access, would you prefer Debit or Credit?”

[AFTER PROCESSING PAYMENT]

Congratulations [name] and welcome to the [product] family! I'm going to meet with our director of coaching right after our call and let them know all about you and your goals so they can get to work finding the perfect coach for you. They'll give you a call soon to schedule your onboarding call and help you get off to an amazing start!

To prevent refunds/buyers remorse:

What are you most excited about?

Love it, what made you decide to start getting results now and not waiting 6 more months?

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