Agenda:​

​
OK, so what we’ll do here is I’ll start off by asking you some questions about your business,
your goals and that application you sent through. Then, if it sounds like we’re a good fit, I’ll
explain our System and how that works. Then at the end you can decide if you want to be
part of it or not.​
​
​
Primary Motive:

OK, let’s get started. So (name), can you tell me what motivated you to put this time aside
and take this call with me today?

If blunt:​
​
When you say ___, what do you mean exactly? Could you explain that in a little more depth?

Why do you think this problem exists?

Have you tried to already fix this? If so, what have you tried? How long has this problem
existed for?

If they say “ because you asked me to” :​

I am assuming you probably dont hop on calls with everyone… so again with all due respect
i wanna make sure that i can serve you the best on this call.​
So what specifically was the reason that pushed you to book this call

Understand where they are at:

OK, so type of memberships do you sell at your Gym?

OK, and how do you structure your pricing?

What prices do you charge?

OK, out of all of your (products/services?), what would you want to sell the most of?

OK, what does your ideal or dream customer look like?

OK, and what are the key selling points about your business?
OK, and what main problem are you solving for your customers?

OK, what’s the sales process that takes someone from a stranger to a paying customer with
you?

Ok, How many members are you currently at?

Ok, How many people have you got in your database?

OK, How many appointments do you book a week?​

OK, How many people can your gym hold in at full capacity

Indirectly Cause Pain: ​

OK, do you know how much it costs you to get a new member?​
​
OK, do you have a system or process in place to get members on demand?​
​
OK, are you comfortable with how it’s going on this growth side of the business?​
​
OK, how much money are you making per month with this business at the moment?
( if doesnt know figure do members x avg weekly payment )

​
​
You must get a specific monthly revenue figure before proceeding. Do not proceed with the
call until you have this. Getting this number is imperative to closing the sale. It helps the
prospect associate you & your offer with their income.

​
​
Define the goal and future pace it:

OK ( name), what is the 12 month goal for this business?​

Answer you could get to XX members do you think with the right guidance and
system in place that is possible
 OK, and how much money do you want to be making per month with this business, 12
months from now?
​
If not big enough:​
Do you think going beyond that is possible​
I dont want to put words in your mouth but could we establish that XX is an attainable
goal for you with the right support?​

If they dont shoot high enough say: most people answer this question with “problem”
in mind so tell me name if you cracked the problem of ____ what do you think you
could achieve 12 months from now?​
​

If no monetary value ask for members ( how many members do you want 12 months from
now?)

You must get a specific dollar per month figure before moving forward. If they are a bit
scattered and don’t have a goal, spend some time defining it with them (just keep asking
them questions, they need to be the one setting the goal or it won’t be ‘theirs’ to achieve).

OK, and what is your motivation for getting this business to $XX per month?

OK, how would the business change if you got it to $XX per month?

OK, and how would getting to $XX have an impact on other areas of your life?​
​

Your job here is to support them with their vision. Help them flesh out their goal and really
make them see what’s possible and get them to picture what it would be like if they were
achieving their goal. Future pace their goals, dreams and desires. If they are aiming too low,
ask some questions like… Do you think going beyond that is possible? Most people answer
these question with their current problem in mind. If you really did crack the marketing and
solve this problem, what do you think would be possible?

Admit defeat

OK (name), so you’re currently making $XX/month and you want to get to $XX/ month
Tell me, what’s stopping you from doing this on your own?

The prospect should respond with 1 of 3 ‘defeat statements’ before you move forward…
1. She can’t do it on her own / doesn’t have the knowledge
2. She wants to do it faster / get a shortcut
3. She wants to follow a proven system and be mentored by an expert
Establishing conviction & Deep emotion

OK (name), so you’re currently making $XX/month. Why not just continue with what you’re
doing and stay where you are?

OK, and how is struggling with this business having an impact on you?

OK, and when do you want to fix this problem?

OK, I understand you want to fix this now, but what is is your level of commitment to making
it happen?

THINK - We all have deep set desires and reasons for wanting to grow. Mine used to be
insecurity, being terrified of ‘an average 9-5’ and jealousy of successful friends. I would’ve
done anything to satisfy these desires. You must root these reasons out and let the emotions
associated with them bubble up from the subconscious. People aren’t going to buy because
you use a pixel or have the latest copy. They’ll buy because they have very solid reasons for
growth.

Statement of confidence/ permission to explain

OK (name),well I am absolutely certain that we can definitely help with this. Would you like
me to explain how?

The ideal person for us to work with is usually making between XX$ and XX$ per month with
a goal of getting that to somewhere between XXk and XXk . the main problem we help them
solve is XX, so it seems to me that youre a perfect fit for what we do

Now I am gonna share my screen and walk you through exactly how we are going to get you
to “X” result.

So what ill do is walk you through and explain everything and then i'll answer any questions
you have at the end, sound good?

SHUT UP REMAIN QUIET UNTIL THEY ASK FOR MORE INFO

Key point 1 (4-6 lines)

STAY SILENT

CLOSE:

Insert incentive based pricing

SHUT UP SAY NOTHING TILL PROSPECT RESPONDS

If they say “ I need to think about it “

I totally understand why you have said that infact i am really glad your brought that up and i
honestly respect decisions like that because I understand that the reason you want to think
about it is you probably want some more information but that is exactly why i am here. I am
here to empower you and give you all the information you could possibly need to feel
confident and make the decision now. So lets talk about it . whats on your mind?

LOOP it back after every tangent

“ does that make sense why that is not a worry”

Final point to close

(name) I totally understand where you are coming from but you shared with me on the call
today that this is exactly what you need to do to grow and the last thing i want is some
anxiety to hold you back from truely achieving what you want and getting out of this painfull
situation of ( problem) becuase
Honeslty (Name) I know that our system is going to work for you. I have no doubt in my
mind. That it will get you to where you want to be.

But i also know that if we do nothing you are going to stay exactly where you are and i
cannot have that. Your current situation is causing you grief its casuing you pain you have
shared it with me and i feel morally obliged to help you out and to take responsibility for that
and turn everything around for you. I am very confident that i can do it. I know you have
some doubt but i want you to share my confidence and come onboard because if you dont i
wont be able to sleep at night. And thats the truth ( name)