Crafting Your Script

hello everyone and welcome to module 4 crafting your script in this video we're going to be going over us over the script we call the nin step close and showing you exactly how we put into words what we discussed in the first video The Art of selling Fitness right how do we close the gap how do we ask the right certain questions right to get people from you know to really identify the current situation and get them into and identify the desired and how do we put our offer in between there we're going to go

over the pitch the close the strategy we use to get people on the first deployments really close them that first consultation um and really just going over the sales process in general so without further Ado let's go into it here's what we're going to cover we're going to cover the nine step close and um the script is cover is structured into nine steps from you know asking the questions is the first meeting to actually selling them and objections and stuff like that right so we're going to also going to be going over to our Sal

script I'll show you exactly what we have what we have for you what type of questions to ask um some resources you can you get with that um and really what to use to really just get that amazing sales conversion ratio that 70 to 80% closing rate on all appointments that the members that are usually that are doing that right now they're using this script and they're using this process okay and why crafting your SCP script and making your own is extremely important right we're going to give you a script and it's pretty cut and

dry um and don't feel don't feel uh blocked to basically edit it yourself right like a lot of you are pretty good at sales already so if you have some question you want to add to that script by all means um especially the ending pitch you know you're going to want to change that around for pricing and the same with what type of package you want to sell do you want to sell just a month 3 months 6 months 9 months 12 months right you want to edit it around to suit you and your business

um but the basis are there right the basis of the script the the foundations is there right okay so the nine step close there's nine steps that it takes to convert a customer who really doesn't know anything about you who's just experienced one workout and how do we get them into signing up for 3 6 9 and 12 month packages right um and we discussed this in the last video right that we need to clearly Define their current state clearly Define their desired stra State and then put us in the alpha in between there and

as the really the bridge to get them from that current to that desired right and it takes nine steps until you get people to understand that until you get people to pay right and to close them and we covered This truly masterful salesman creates separation from an agitated situation to a clearly defined current situation and a clearly defined desired situation they then position themselves and their offer as the key to that desired situation to put it simply truly masterful salesmen don't sell things they sell Futures so how do we sell Futures right and we're going

to be going over the script in this one um but this entire module module four right the Alchemy of high conversion we're going to cover sales Mastery so so how to really improve your sales how to improve tonality how just be become a masterful Salesman we're going to cover objections how to find pain points and so much more um is going to be covered in this module so you really have everything you need to start getting massive amounts of sales and really start increasing that volume in this video we're going to be going over the

script only and I'm going to be explaining to you the process and why this process is there okay so the sales process model it's nine steps we start with the intro we start with building Rapport and establishing our Authority right no sale has ever been made without obtaining the alpha position the alpha position in the conversation it's incredibly important and there's a good way to do it and there's a wrong way to do it a very wrong way to do it um but that's definitely step in step one you just need to build rapport with

them and establish Authority step two is clearly defining their current state we covered this in the last video we're going to ask the right certain questions to really understand let the prospect understand what position they're in right now right that agitated current situ equation we need to ask the right questions so not only we understand and get info on that but also so they understand then step three is Future and that is clearly defining their desired state right we have this where they are this agitated situation that they want to change right and now we

need to understand their goals their Vision where they want to be we need to understand their perfect life and step four is barriers we're going to define the three biggest gaps from why they are you know in their current and you know what is really what are those three biggest things that is stopping them from being in their desired situation right and the way we're going to structure is because we're going to understand those three biggest gaps right maybe it's binge eating you know not showing up to workouts and then we're going to put ourselves

in the middle and we're going to basically put um present ourselves as we are the fix to those three biggest gaps but we need to make the prospector understand that there are three big gaps right between you know there are three big scaps holding them and we need to understand this as well for the pitch and the close right and we need to prove the want and the need right we need to get the Buy in from the customer we need to need to let them understand that this is something they truly want and this

is something they need absolutely there's no other choice because when we start to do that we really start you know form you know getting no out of the equation right because as soon as they understand that this is something they want and they need and this is something very true to them it's almost a no-brainer for them no matter the cost right and we need to and then step six is the bridge so we need to make the connection right between where they are right now and where they want to be we need to actually

make the connection right they need to understand oh yeah okay that's kind of my situation and then step seven is the offer it's going to be the pitch the special offer the value the close right so what do we um what do we say to make first of all an amazing offer make it sound amazing like something that they really need and want but how do we also make it from let me think about it to a no-brainer offer I need to sign up right now what do we say what do we offer right and

what do we present in value and then we're going to close them okay step eight is objections which we're not going to cover in this video we have an entire um video dedicated to objections alone we're going to give you a script as well um and that is really objection handling is what differentiates an average salesman to a masterful Salesman is handling objections as you're going to meet objections no matter how powerful your script is and how powerful your uh your tonality and your sales delivery right but the true power is in handling those objections

as an objection in my opinion is simply a reason for the prospect to say no so as soon as we know how to handle every objection they fir at us right just because they're looking for a reason to say no right they're looking for a reason to say no so as soon as we figure out how to basically handle every objection every common objection and how we can fire back with amazing answers right we get no out of the equation as they're looking for answers say say no but if we handle every objection perfectly there's

no reason for them not to say say yes right and then the outcome will be a yes or no with this script we do not accept Mayes we will not accept Mayes let me think about it okay it will be a yes or a no so Step One is building Rapport and establishing Authority right people buy from people they know like and Trust right that's where you can't be a prick to these people you need to be nice okay otherwise they will never buy it with you you can't get into conflict right because that changes

this changes the conversation from okay let me see if this is right for me let's see if this is you know this is a good choice to you know I look like this guy this is never going to happen right so how are you did you enjoy your workout super simple this is you know this is this isn't rocket science did you have a good weekend make small talk and get comfortable with each other right and you want to do this after the workout right this script is meant for after a workout right you've got

done the quick you know hey this is the workout this is the gym right after the workout you explain to them you know and you did that before the workout as well you explain to them it's going to be a small consultation so just going to ask them how they are that they enjoy the workout give them a glass of water just get com get comfortable with each other um and just have a little small talk this this really isn't rocket science then you want to establish Authority right you want to tell them the purpose

of this consultation is just to find out a little more little bit more about you and what you want to get out of a program or a fitness facility like this so I can see if it's going to be the right fit for you after the free trial then if it is something we can help you with I will explain our options and see if we can sort something out but before I begin tell me a little bit about yourself this is super simple but it kind of sets them it kind of immediately sets sort

of the ground rules of what this consultation really is it's here are you a right person for us is this the right fit for you you know can we can we help you with your problems you can add some scarcity as well and that kind of just adds you know because if they really love the product and you add some scarcity to that you know that just adds an extra bonus to it so you can choose or not you can kind of experiment with this um yourself um you can add add to this you know

little line we also only really take on five people a month so I just want to make sure that this is the right facility for you right um and you know after that just tell me a little bit about yourself you know they're going to tell you about their job their family their life and that's completely fine we're just going to get we want to get them comfortable we want to you know know them a little bit right so then step two is the current we need to start clearly defining their current state right where

they are what do they want to fix right so tell me about where you are uh right now get important details like the current weight what have you tried that hasn't worked right like oh yeah I tried um Planet Fitness and you know it's just the support isn't there right that these are key things that people will tell you that you're going to use in the pitch right because when they start telling you these key things and telling you why you know why they're in their current situation we're going to be the exact person to

fix all those things right so you're going to have ask them what have you tried that has worked right in the past and where do you feel stuck right and you're going to what you're going to do a lot is say tell me more the whole way we do not want to be the dominant talker in these conversations we're going to ask and I'll show you in the script as well the questions in just a second we're going to ask lots of open-ended questions as we want to get people's defenses down because people have defenses

everyone does right and when we ask these sort of questions people will have you know roadblocks in place right and opening the questions kind of burns through those right because when we ask okay so um you know why do you feel like you've gained 10 pounds their first option will be you know I I I I just you know I I eat too much or I don't know right and when you have that little bit of Silence which we covered in the last video and you ask these open-ended questions sooner or later they'll follow up

with their entire life story and the real deep meaning behind all of this they'll actually start talking about emotional stuff here right so instead of you know I'm just I just eat too much they'll start talking about their field marriage or how hard their job is and that's why they have so stressful and that's why they binge eat at night their problems with you know depression and anxiety these are the key things that we need to know and we're going to cover this in another video which is pain points these are the key things we

need to know to not only really let these people understand that there really that they really have a problem and that we can fix that for them um but it also puts them in a situation it puts them in a vulnerable situation right and I know that might sound a little fishy and a little scammy but that's fine because you have to always understand with sales you know yes you know yes these are persuasion tactics but what we're trying to do is really just have a sort of a small therapy session with them and we're

trying to help them here right the only reason we're asking these questions is first of all so they understand that something needs to be fixed but then that we can actually once we pitch them that they actually understand yeah this is something I really need and then we're going to change their life right so never feel bad asking these questions and you want to drive a pain right because people really need to feel pain otherwise they do not buy anything otherwise that it's just something that they don't feel like it's necessary for them so tell

them something like hm that's not great sounds very frustrating and that would make me personally feel terrible but how does it make you feel right now and what would you like to feel instead ratify with them and actually care right because when you ask again these open-ended questions you'll start really seeing the true meaning behind all of these things because we're going to ask questions and they're going to give you very cut and dry answers but when you ask them what do you um what you know how does this make you feel like you know

tell me more about that before you know they'll actually start telling you the thing that you want to hear right there two the true things that matter right the true problems people have and why they're in this certain position because you have to understand that people are there to change their life people are there to fix something and those those things those things that especially with health and fitness are usually very very deep and they can you know they can they can they can reach very deep this isn't like I need a new frying pan

this is I'm unhealthy and here's why and those those reasons are never cut and dry I just eat too much they're always very deep and we want to really find those deep meanings and you want to get a rating out of 10 at their current position versus them at their best so we're going to show you how you could how you could ask this in the in the script as well but I'm just going to give you an example so you're just going to ask them okay so how do you say um where you are

right now right 20 pounds of a weight you can't really run that much of anything right out aate rating out of 10 and say you're perfect being right losing 20 pounds all that sort of stuff is 10 where do you feel uh rating out of 10 you are right now and they're going to give you answers wow I really feel like a two here I feel like a six I feel like a four right and this is an amazing question because it really makes them think about yeah I'm a four out of 10 like I

want to be a 10 or I want to be a nine I want to be in this perfect place and this perfect life right and like I want to feel good and I'm a four right now I need to make something happen here because what we do with this current and clearly defining the current state is is not only getting information on the client right because we need information to get a close in because that's how we're going to pitch this because we're going to fix those problems but it's also making the client understand their

problems and really putting it into words and putting it putting it into a big picture and that's why getting a rating out of 10 of where they are right now is perfect because none of them are going to say eight out of 10 right when you're asking these open-ended questions you're getting these emotional responses they're going to say three out of 10 two out of 10 and nobody wants to be a two out of 10 right and then we move over to step three which is clearly defining their desire state right what do you want

to achieve what is a perfect world for you and let's say we work together for X period right 3 months 6 months 12 months how would you like things to be if they were perfect they're going to give you answers like I would love to lose 20 pounds I would love to be able to run a marathon I would love to be able to run 30 minutes feel more at peace with myself right have less anxiety all that sort of stuff right and now what we're doing is we're you know we identifi that they have

a problem and they understand that they have a problem and now we're painting this picture of you know something perfect something that they really want right we're going to make we're going to really visualize it for them because now now it's not something you know that's just in the background like oh I'd love to be healthy but it's really something that they can really sort of almost almost grab right almost feel almost smell almost touch almost C right and you're going to ask again how would that make you feel if you lost that 20 pounds

you got that six back back why do you want to achieve that right because then another question like that like that is why do you actually want to achieve this there first of all you know they might say I just want to be healthy but when you start you know okay tell me more about that why do you want to be healthy when you do that when you do that instead of just moving on when they say I just want to be healthy but when youve when you ask them tell me more about that they're

going to give you the real reason they're going to give you my wife doesn't find me more you know my wife doesn't find me as attractive as I used to be I don't you know I I don't feel like as confident as I were when I as I was when I was when I when I was in my 20s right all those very emotional and deep meaning responses which we want right we don't want that I just want to be healthy we want those deep deep reasons okay and would anyone else be impacted by this

you know yeah my family my kids my kids would definitely um you know the household would be so much happier if I was more happy right all that sort of stuff they're going to answer these questions right and how does that make you feel that you can't do that now right how does it truly make you feel that you aren't in that position right now are you angry about it right yes I'm yes I'm not I'm yes I'm angry about this right because I really let myself go and then step four is you know um

barriers so defining those three biggest gaps of you know what are those three biggest reasons that they're here and they want to get there right so what are the three biggest issues you see or the three or the biggest gaps between where you are and where you want to be because it's a fair Gap in here right you see that right because you want to lose 20 pounds and you want to be able to run you see there's a fair gra Gap like you've got big goals and that's good but you see there's a fair

Gap and there's a lot to be fixed and if we could help you solve this how much impact would have that would have that on your life again we're visualizing it we're making that future real for them right and not just some Phantom thing and what stopped you and this is an amazing amazing answer because what's stopping them right now is what we're going to help them with right and you want to look for these key answers what's stopped you or is stopping you from achieving this loan you want to look for the answ I

just don't know how I just want to do it faster I can't do it alone I just need more support right you're looking for all these answers because those are things that we can fix and we can help them with right and once we have that not only will we understand we can really help them and it's going to make the pitch so much more convincing because you really truly believe that you can help them it's going to make them truly believe it as well right and then you want to get the Buy in which

is step five you want to get the prove you want to prove the one you want to really prove to them that this is something they need and this is something I want you're just going to ask it how bad do you really want this like how bad do you want this perfect life or the future future self right and why not just stay where you are right like this is all nice but why don't you stay where you are you know be easy about it you know uh you know it's not a problem and

then I'm going to give you no I I don't want to stay where I am this is a massive thing and it's affecting my life on a on on a gigantic level right as health and fitness and a lot of uh and a lot of you will understand this health and fitness is in the top three of most important things for most people's lives and it's in the top three of how much it affects your happiness and happiness is eventually the goal that we all looking for right yeah and fulfillment right so when we ask

these questions like don't feel like oh this is just this is just for a gym membership who cares no this is not for a gym membership it might be for you and it might just be a dollar sign for you for these people it's something incredibly crucial and emotional and you know important in their life and you want to ask them if you had a magic wand when would you want this outcome to be in your life right if you had a magic wand then they're going to say yeah I would love this fast you

know in a month two months three months and you know when there when they answer those questions what we can use in our pitch at the end is say you know you want to lose those 20 20 3 months we're going to make that happen for you right and you don't want to give them unrealistic um you don't want to give them unrealistic uh goals right unrealistic you don't want to tell them yeah we're going to lose you 20 pounds in a month no you're not um because we're trying to get long-term members here but

what you are what you are going to do in the pitch and say hey we're going to lose those 20 maybe not in one month but definitely in three and we're going to keep those pounds off of the remainers right because we don't we don't want that yo-yo effect we want we want we're not here for quick results we're here for a lifestyle change we want we want you to be a happier person for the rest of your life and not just for a quick not not for a month right and if I was and

if I was to take you on how committed would you be to do what it takes to get that outcome right and what it does now it replaces them from you know we you know uh from us being sort of yeah we want use a client you know buy our product to them being oh yeah yeah would I be the right client for them and do would they even take me on it's a good persuasion it's a good persuasion tactic and it's a very very great question to ask okay um and then we move over

to the bridge okay we start making the connection between the current and the desired right we've identified the current and now we're going to and the desired right right where they want to be and now we're going to connect them with each other right so you're going to tell them based on everything we've talked about you said you want this you want to lose 20bs you want to run faster you want to be able to lift up your kids and the three biggest problems are this you're you're too stressed out you don't know what to

do you don't have a right meal plan in place right and you've said to me you're currently at a three out of 10 of Happiness right when it comes to your health and fitness and from what I've heard your commitment to this there's a bit of work to go let's be honest there but we can definitely help you right so do you want me to tell you about how I think we can help you achieve your goals and this is when we move over to the money makers awesome well I think based on where you

are right now and where you want to be you're a perfect fit for a firsttime visitor only 3 6 or 12 month program I'm sure going to use six Monon for the example so do you want me to tell you a little bit more about what that would Ina yeah sure yeah that sounds good yeah no problem we help everyday families or individuals you kind of just want to mirror this to be them be them right we help everyday individuals change their lifestyle improve health and confidence and we start with beginner classes in welcome and

and non- Mentor environment we're to help you and then you want to discuss the offer and you want to keep it high level I know that you love your own features of of your gym but they want to solve problems it we're going to sell future here right you want to keep it outcome based and you want to solve those top three pain points we you discussed right so this six-month program provides new clients like yourself the opportunity to soak up our entire beginners program for the first month to get you an amazing Kickstart right

like lose you the first five or 10 pounds and then we can really start to tackle your goals and their goals and make it a long-term lifestyle change so we don't experience a yo-yo effect right like I want we want to get those 20s off and may be able to get you to run faster and yes we can do that in three 4 months but we want to keep those pounds off and that takes consistent effort and we're going to help you with that and that would include unlimited group classes in the morning and evening

we're going to give you a nutritional meal plan as well to help you learn the tools you need to sustain a healthy lifestyle without giving up the food you love because you know you've told me that is a big problem you love chocolate and that's fine you can definitely eat chocolate I'm going to show you how you can keep that in your life and an orientation SE session every month to provide you with everything you need to crush that month and most importantly and this is my favorite is the accountability and the support not just

for me but also the others in the group and the other members and the other trainers to keep you on track towards your goals does that sound like something you're looking for uh yeah of course yeah if if we can lose 20 pound you know make me more healthy yeah of course that sounds amazing all right so we really only take on five people a month for this program and once those spots are filled that's it and that's just sort of the Cal truth of it and the program would usually cost 175 a month plus

a 150 enrollment fee on month one however because you've signed up through our special trial and you're a firsttime visitor you'll got the entire six-month program for 150 a month and we wave the entire enrollment fee so you're looking around $300 worth of savings by Sig signing up now and getting started is super simple we just need to go through your payment information and couple of forms and then schedule you in for your first orientation session after the trial's over does that sound good you ready to get started yes let's do it awesome will you

be paying for Fe or MasterCard today no then we move over to objection hiding all right and this pitch this pitch has sold hundreds millions of dollars in Fitness memberships okay this alone and yes there's a there's a lot of things that need to be specific to your business and we're going to edit this right like the what includes here right unlimited group classes all that sort of stuff we're going to edit that around but this the basis and the foundation of this pitch and the foundation of this close after those questions and after the

script that we've just done right and the questions that we've asked in the the position we've put them in right and the state of mind as well this makes money and this gets sales okay um so these questions are great so if you don't have a nutritional meal plan you just want them to have four bullet points that are actually great that you know your members enjoy and love and you want to make sure that it's tailored to actually what they need right because if they just if they need um if they need to you

know be able to run faster you're not going to you're not going to offer them lifting sessions right stuff like that so you want to make sure that you can change this like mid pitch as well you don't have to like always follow the list but you just want to make sure that it's something that they need and you know unlimited group classes or unlimited um you know the are unlimited membership so you know 24/7 access change this around to fit your business and you just want to make sure that it's something these people will

need okay and that it's something that your clients right now love right and what this pitch does is first of all we kind of go over the one month option because because this is going to be an objection which we'll handle as well it's like why not just one month because we're here to fix problems we're not here for quick results and that's going to take 6 months right you want to lose 30 pounds and you want to keep that off that's going to take six months right it's going to take six months to change

your lifestyle right um that's what we and that's kind of how we do it and we solve those three pain points like discuss the alpha right keep it high level outcome based instead of selling these features which which we still mention right because people still want to know what they get we solve those top three pain points first as that's eventually what they're looking for and then we move over because now they understand oh this is great sounds awesome this help really helps me out then we add some scarcity in there which is incredibly powerful

right because the way we're pitching this it is a special deal right because we're waving enrollment fee right so when when you when because we go over this and if they're the right client right this sounds exactly what like what they need then we move over to we really only take on five people a month because you know it is a special deal if they ask right like we can't just do this to everyone we would lose a ton of money right and then we add the special deal and then we add the no-brainer okay

I need to do this right now that sounds amazing right because the way we're going to structure is this um and the way we're going to set the set it set this up with pricing is we're going to set this up so you're not actually losing any money and you're not really discounting any memberships right um this is just for example purposes so don't freak out okay we're going to show how you set this up for your own pitch um but this is eventually what the pitch would look like right so say you're Unlimited to

month membership is 175 and your 6mon package if they sign up for 6 month is really 150 right we're going to add an enrollment fee um so if you don't have an enrollment fee we're going to add one just for the purpose of waving it on these meetings okay because we're going to add a ficti fictive um just sort of fictif enrollment fee just so we can wave it in these meetings as this is going to be the deal breaker and I mean the deal maker actually for these things because this makes it from this

sounds amazing but kind of expensive two this sounds amazing and it's a no-brainer offer I get amazing discounts right um and we'll show you how to structure this in just a second so if you do have an enrollment fee yes this pitch does also work with just the monthly discount like just the you know the um you know this just the the 175 to 150 right if you're charging 100 and you know this you want to kind of understand that this is uh this is just example purposes you obviously want to do your own prices

um and if you do want have an enrollment fee um you can try the uh try to uh you know you can just try this with the month-to month but that extra that extra $150 or $200 or $100 that we wave will really sort of put the nail in if that makes sense um if you don't have an enrollment fee great add one add one of $200 just for the purpose of waving it in these meetings if you do have an enrollment free and you really can't wave it um we we're going to cover that

in another video how to structure this pricing so you're not actually going to be discounting um any memberships because that's the last thing we want you to do okay we're very much against that we want to we want you to sell your value right um but the way to get these people to sign up the six and 12 month packages is through this method it's the best and we're going to cover other closing techniques as well okay but this closing technique is the absolute best one I found all right because what it does is we

tell them it's 175 a month plus a $150 enrollment fee right and that's a lot of money that's 300 bucks up front it's a lot of money but then we tell them because you've signed up through our special trial right this can be through Facebook ads or the Dr and you're a first-time visitor if they're not a first-time visitor OB obviously you want to change that around to and you know you're the perfect client for this right you just want to change that around but if they are first- time visitor keep that in you'll get

the entire six-month program this can be a three-month program as well if you want to try that first or 12- Monon program I've seen a lot of people sell 12 Monon programs with this strategy right and you'll get that for 150 a month and we wave the entire enrollment fee because first we kind of unloaded them with these prices and then we told them hey but you because you're special and we can fix your problems you get it for a much cheaper deal and you're looking so you're looking at around $300 worth of savings by

signing up now and that right there gets people pushes them over the line right because they're already very close we just took them through you know a pretty emotional thing you know pretty big things we really let them on let them understand that this is you know something I need to fix that they want to fix then we told them exactly that this is what need because we fixed we sold up we sold their perfect self right we sold the future and then we told them the scarcity right we only have five people and then

the extra hey you're going to get Sav $300 by siging signing up now right and you know The Sweet Spot is really saving anywhere between $100 and $500 right but you know I obviously don't want you to Discount anything that you're doing right now so don't don't be afraid um and really the basis what we're you know now don't be afraid you don't have to Discount your memberships massively you don't you don't have to discount them at all but we're going to structure it the right way so it looks like a discount okay and it

feels like a discount for prospects and then we just tell them straight up getting started super simple payment information and a couple of forms and then which we're going to cover in another video is some of them will go straight away and if you've handled the script correctly and you've really gone through them in entire step by step most of them will say yes but obviously and this is C of sales and that's completely fine people are going to have objections like it's too much money I can't do this right now can I think about

it all that sort of stuff we're going to show you exactly how to handle that so you can still get them you know you can still close them away and still close them on this package right but what this does is say because you're going to really this is how you really build a business because instead of just signing up to sixe challenges and all these onetime payments and month to month and you know keeping the fear very high and how many members you're going to keep now you're signing out people for six and 12

month packages and you're really making and you're really you know setting in some long-term cash right because with every sale let say you would charge $150 a month with every sale you'd be making $900 bucks per sale technically right that's that's the way you want to structure this stuff and obviously after the 6 months we're going to get them sign up for another six or another 12 right that's how we're going to do it but you want to again kind of get that first six months that's an amazing spot they're going to love the program

that you're going to change their lives we don't really want to sign them up for one month because you know it's not not really going to do anything for them yes they're going to feel a little bit better but they need a it needs a lot of commitment from them and when you sign them up for six months six Monon packages these people are going to show up because they're just they just sign away a lot of money to you right so they're going to show up and once they do and when they do show

up they're going to change their lives right their lives are going to be changed they're going to be healthy they're going to be more happy and they're going to be more than willing to sign up for another 6 months okay then we're going over objections or you close them St right and then step nine is outcome it will be a yes or no and we don't accept Mayes and the objection handing will cover that but this is just an amazing thing to keep in mind know we're right here you're going to make a decision I

want to know from you or I want to maybe I I want to know for you or I want a yes okay and obviously we're going to focus our 100% of our attention on that yes okay um and just some small recommendations so follow the script use the appointment worksheet right and I'm going to cover that in just a second um and you want to remember what your ultimate goal is so these appointment work in the script going to cover in a second you want to always remember in sales what your ultimate goal is and

that is to get the sales so you can change this person's life never get sidetracked okay always stay on the main goal okay and think about all the members results you've gotten previously this is an amazing sort of thing to keep in mind when you're doing sales like hey I'm not a you know because a lot of people get this sort of feeling like when they're selling when they're selling and yes especially when they're you know selling using persuasion tactic and stuff they get this sort of feeling like they're a scammer well they're really not

just think about the CH lives you've changed think about people you've helped think about how happy your members are right and you want to also be okay with leaving your comfort zone some of these questions can be quite uncomfortable to ask right and you need to be 100% comfortable asking these questions okay you need to take that alpha position you need to ask all the questions on the script and you don't want to be afraid to ask certain questions okay especially those very emotional Harding ones those can be the most uncomfortable to ask right but

you want to especially for that reason you want to ask them and the best way to do this is obviously just practice like actual sales appointments but you can also do this with roleplay with team members or just in the m right you're going to look a little crazy definitely do it in private but just practice the script and practice the appointment in the mirror because how you look and how you present yourself and your tonality is an incredible big is a massive big part of sales okay and you know it's going to make you

a lot of money if you do it right so you just want to make sure that you present yourself right that your delivery is on point okay so the S script this is kind of just what we covered in just uh in the you know the last nine points but this is the sales script and you just want to you know this is you know some some of these things are just for example purposes right environment no distractions organized and free clut equipment you know just kind of some preparation stuff before you really want to

start that meeting that you want to kind of just keep in mind every single time for the meeting right release your attachment to the yes and you want to kind of make sure that you have one offer that you're going to sell you don't want to be scattered around okay you don't want to because when what's if you have like five of like that you're willing to sell to these people um it's just not going to work it's a terrible strategy to jump into sales you're going to you need one offer and one pricing that

you're going to sell nothing more right you also in the pitch you can't say you know we have 3 Monon six Monon and 12 Monon package and this is that this is that this is that now you need to put your full attention on one thing and sell that okay so I've just gone for example 6 month group trading for 175 a month okay um and the objective is gather information on the prospect see if they're fit right because that's our that's our first goal see if that's actually this is actually the right choice for

them and once a fit and once it's to fit sign them up to a six month package and book in for the next orientation right and this is kind of just what we covered in the last nine points but this is the script all put into words just go over it add any questions that you want to add that you know that work remove questions you know I wouldn't you know I wouldn't recommend removing questions but this is your script this is your sales process um and go over this and practice practice practice this in

the mirror with your team members um you know the pitch right here edit that around a little bit to suit your business um edit this around a little bit to suit your business and your offer as well the same with this stuff right here the program and the package you obviously want to make sure that that's you know suiting to your business this ending pitch make sure that you keep the foundations in there right because those are just this is this is what gets sales we've you know people are getting s massive amounts of sales

with this right here so you don't want to edit it around too much right um right maybe like we help everyday families individuals you might want to change that around a little bit um you know and say this but this this this really works this six Monon program provice new clients like yourself the opportunity to soak up our entire beginners program for the first month this pitch has worked incredibly well it's super good you obviously want to change out it includes to change um change what your business actually includes um a lot of a lot

of people and you will know this that meal uh that food is a big part of like getting people results and making people healthy and losing uh getting them to lose weight so if you don't have a nutritional meal plan I highly recommend getting one or something that focuses on meal plans or food or you know in a minute fasting anything um because that's really going to make the client understand oh nice I don't only get amazing workouts but I also you know get to change my life in my own home right so if you

only offer workouts maybe try to find a way to also you know add some sort of meal plan in there um an orientation session every month to provide you with everything you need to crush it if you don't want to do this you can that's fine just remove it and add it with something else that you do offer right um but that's just a great way you know an extra Orient it's going to make them feel comfortable like okay great I'm not just on my own after this session like I get to meet up every

month and just kind of go over everything like a good thing to do in these orientation session just just see how much weight they lost you know do a quick body scan you know performance like see how see how much they can run stuff like that right um and most importantly accountability and support like for all of you guys you just want to keep this one in there um there's no reason not to because this is a great thing and really puts people in the right place and makes them comfortable um and then the pitch

you obviously want to change that around to suit your business if you don't have an enrollment fee add one just for the purpose of waving it right and most of you will have you know one month unlimited packages and six and 12 months so that discount is going to be fine for you guys because you're already accepting that type of you know small discount um if you do have an enrollment fee with that I would recommend if you can wave it just wave it because we're signing up people for big packages here so we're already

making the money right we're ready if you're we're signing up for 12 and six month packages um you know if you if the enrollment fees is a real money maker for you then you obviously don't want to sell them into one or three month packages you want to sell them for the as big as possible so maybe switch it to 9 um but that small discount on the monthly membership and that enrollment fee waiver and just being able to say you get around $300 worth of savings is the absolute dealmaker there and that will absolutely

get you a ton of sales right then this stuff the wrap-up good stuff here's what to expect next you'll receive some text messages this is kind of just your own process for actually signing up people um same with the forms and stuff like that you know after you've signed them up or after they've you know agreed just do your process that you would do with any other client then a welcome SMS template you know you can edit this you cannot use it this just a you know it's a good way we don't what we the

last thing we want to do is we get get the seale and then just not never talk to them again like a good nice SMS temp uh SMS you know just telling them hey great call uh great great uh great appointment really looking forward to seeing you in the gym and helping you out right it's just a nice added bonus um you know because it feels like that you know they're actually being careful um all right then the next thing is the sales deployment Workshop sheet um this is the worksheet that you can print out

right here it's in the download section that you can print out and use for every single sales appointment this is just where you can write all their information um and all the answers to the questions and stuff like that this is just where you can put in the notes and this is a great way to do this because this is you know you can use it for the pitch and you can you know remember stuff and writing it down makes you makes makes it seem like you actually care because you do right if you just

listen to and uh you know it's it's going to sound it's going to look a little impersonal but if you write it down you know it looks like it means like you actually care it's a great way to keep everything organized and really this is sort of the notes section as well like you take notes with your ads like see the performance of that and you especially want to take notes with your sales right because then you'll see what works what doesn't work right and at the end you can put there if it's a win

you know attempts so sales attemps you can just kind of use that for yourself the date and when they're going to start and then the payment information right and also when to actually process that payment information right because you can structure it to do it after the free trial you can also structure it to just do it straight away um that's up to you and kind of how the sales appointment goes right all right um and then last thing is let's make some sales people that was the script that was the sales trading um if

you have any questions or there's some things just don't work for your business just let us know in the Facebook group we'll help you out um because the foundations of the script really work with any type of Fitness Niche um but some questions might just not work really for your company so if you just if you just don't if you kind of just want to know what to do let us know in the Facebook group will help you out um but yeah that was the script U move over to the next videos where we're going

to go over objection objection handling sales Mastery all that sort of cool stuff um but use script and use the script and start um and start using it in the market guys looking forward to seeing your results all right bye