NOTE : Feel free to make certain adjustments based
on your business model & your prospect client 7 IMPORTANT STAGES TO YOUR SALES PROCESS NOTE : Please follow these in exact order to drastically increase your closing rate & drive revenue.
1 Strong Start 2 Problems
4 Prescriptions 3 Outcomes
5 Logistics 6 Price
7SEAL THE DEAL
1 START STRONG Build Rapport (make them feel comfortable and heard) Outline Agenda (set the frame and expectations) Qualify
BUILD RAPPORT : (Make them feel comfortable) ____, how are you? Crazy times right now. The world is going mad ha-ha.” (This statement is best used in uncertain & strange periods of time such as during the lockdown)
ALTERNATIVE: “I was checking out your social media the other day and saw you have a great time with your friends in Goa. I hope you reached home sober ha-ha. Anyway, I’ve been looking forward to today. I’m really excited to see how I can help you.” OUTLINE AGENDA : (Set the frame and expectations)
“Today's call has a bit of an agenda; We’re going to
discuss: 1. Your biggest challenges right now 2. What you want to achieve in the next 90-days of working together Is that Cool or is there anything else you’d like us to cover? Once we discuss your goals, I’ll let you know whether or not I can help you because I don’t need more clients right now; I need success stories.
(This would position you in power)
At the end of the day, your success is mine and vice-
versa. So, once we’ve gone through our agenda, I’ll decide at the end of the call whether or not you’re a strong fit for my program. Cool? If you are, I'll outline how the program works and answer any questions you may have. If it feels right and you see the value, we’ll get you set up and started right away. Sounds good? QUALIFY : Now before I go into anything. I really respect your time and don’t want to waste it, nor mine. There will be a financial investment involved. So, look, if this call went exceptionally well and you see the value in working together, would be able to financially invest between (price bandwidth or cost per day) into your muscle building and fat loss goals at present?
Wait for them to say, “Yes”
If they say “YES” respond with, “Awesome”. If they say “NO” respond with, “No problem. Thanks for being honest with me. I know you booked this call to get help and I don’t want to leave you stuck and empty- handed. Here’s another option (down-sell) 2 PROBLEMS Get clear on the biggest problems right now Why they haven’t fixed them And, reveal their negative impact on their identity. For every problem, they list or ask.
GET CLEAR ON THE BIGGEST
PROBLEMS RIGHT NOW “Okay, let’s be honest. Why did you book this call? What are you struggling with right now?” (wait for them to tell you their problem/struggles & hear them carefully)
1. Do you mind if I ask, what impact is this having on
you personally? 2. What have you tried to fix this and why hasn’t it worked? 3. If you carried on living like this, what kind of impact would it have on your family, work, wealth, etc.”
(Do your best to highlight the significance of their
problem both now and in the future. Make them realize the problem is bigger than they perceive.) 3 OUTCOMES Get clear on what their goals and aspirations are Get them excited about their future Make it overtly clear you can help them (if you can)
GET CLEAR ON WHAT THEIR
GOALS AND ASPIRATIONS ARE (Do a round-up)
“Ok, so let me get this right.”
1. Summarise their 3 main problems and the impact it’s having on them personally 2. Highlight their 3 main goals and how life would be different if they achieved them 4 PRESCRIPTIONS Shift to prescriptions using the following questions: 1. Tell them exactly what they need to fix their problems 2. Is everything making sense so far? (Get micro agreements; yes, yes, yes) “Ok, awesome. Run through the specifics of your program and ensure you cover the 5-core ingredients. 1. Plan 2. Training 3. Support 4. Accountability 5. Community (With each ingredient ask them, is this the kind of thing you need right now? Get micro agreements, ‘yes, yes, yes.’) 5 LOGISTICS 1. Clearly explain the investment terms and conditions 2. Prioritise the upfront investment (offer split-pay if needed) 3. Use everything they have told you to highlight the cost of not investing and taking action.
Script: 1.What’s been the biggest takeaway for you so far? (Let them sell themselves on why they need you) 2. Cool, where do you want to go from here? (They will ask, how do I get started)
So, at the start of this call, I said I would decide whether
or not you were a good fit for the program. Based on what you’ve told me I can wholeheartedly say that I would love to work with you. Now before I go into pricing, I want to ask you two questions: 1. Why do you want to work with me? 2. Why would you make a good client? (Get them to sell themselves into the program)
Love that, that’s exactly why I want to work with you. So, here’s how the investment works, it’s super simple. 6 PRICE Present your pricing options
Okay, so that’s pretty much everything. Got any
questions? If they say Yes, respond If they say No, ask them Cool, where do you want to go from here? If they say I’m in or let’s do it etc, process their details and take payment. If they say No, handle the objection(s) appropriately
HANDLING OBJECTIONS : Objection 1: “I’ve got no money” Since when did you value money more than your health? Objection 2: I want to go away think about it and give it a go myself then get help” What's going to get you there faster? Doing it alone or working with me? Objection 3: “I need to think about it” If you keep doing the same thing that you’re currently doing and in a year from now what do you think will happen? Objection 4: When they’re uncertain about the investment or program. Say things like “Well tell me, do you think this is something that could possibly get you where you're looking to go? They’ll say, “Well yeah, I think so.”
What makes you say that?”
And they begin to sell themselves. 7 SEAL THE DEAL 1. Secure Payment 2. Seal the deal in their heart and in their head 3. Move on to the next sale
“Awesome. I can’t wait to get started. Here’s what’s going
to happen now. Once you make the payment, I will send you a questionnaire. (tell them various methods they can use to make the payment) That you need to fill in & send it to me within x days or as soon as possible. Once all that is done, I’ll help you get in the best shape of your life. Sounds good?
NOW YOU’RE FINALLY EQUIPPED TO
MULTIPLY YOUR SALES & BUSINESS & MAKE A BIGGER IMPACT AS A FITNESS PROFESSIONAL. #TEAMFBA (Let’s Accelerate Your Business)
