CLOSER Sales Script

Run the booked intro consult as a structured conversation that ends in a paid membership: understand the prospect, show them the outcome, present price once desire exists, then lock the next step.

Workflow

Run the six stages strictly in order. Do not present price until Clarify, Label, Overview, and Sell are done — price before desire kills the sale.

1. Clarify why they came. Open warm, then get the goal and the why behind it. Ask: "What made you book today?", "What do you want to change in the next few months?", "Why now — what's different about this moment?" Write down their exact words; you reuse them in every later stage.

1. Label the problem in their words. Reflect it back until they confirm it: "So the real issue is [their words], is that right?" Get an explicit yes. Reflect their words; do not tell them what their problem is.

1. Overview past attempts and their cost. Surface why the old way failed and what staying the same costs: "What have you tried? How did it go? What has that cost you — not just money, but how you feel?" This builds urgency; never use it to shame.

1. Sell the vacation, not the plane flight. Sell the outcome and new life first, then attach the program to it: "Picture six weeks from now: [their dream outcome in their words]. Here's how we get you there — a coach who programs for you, a done-for-you plan, a small group that keeps you showing up, check-ins to catch problems early." Describe the destination, then the vehicle; keep features brief and tied to the outcome.

1. Explain — present price, then go silent. Anchor the stacked value, then state the price plainly and with confidence, then stop. "The 6-week challenge is [price] and includes [stack]. If you do the work and don't get [result], we keep coaching you free." Then say nothing — the next person to speak loses ground. When an objection comes (money, time, spouse, "let me think about it"), hand off to objection-handling-and-speed-to-lead. Offer a payment plan before a discount: split the price, never cut it.

1. Reinforce the moment they say yes. Confirm the decision and kill buyer's remorse: "You made the right call — people who start with a coach get there far faster." Lock the next step on the spot: collect payment, book session one, send the plan, grant group access. Momentum prevents cancellations.

Transitions that hold the structure

• Clarify to Label: "Let me make sure I have this right."
• Overview to Sell: "Here's the good news — this is fixable, and here's how."
• Sell to price: "Let me show you exactly what that looks like and what it costs."
• After yes: "Perfect. Let's get you started right now."

Quality bar

• Price is never stated before the prospect has named their problem (Label, with a yes) and wants the outcome (Sell).
• Every stage uses the prospect's own words captured in Clarify, not generic copy.
• After the price, you stay silent until the prospect speaks.
• Every consult ends with a logged outcome; every "yes" ends with payment collected and session one booked before the prospect leaves.

Do NOT

• Do not pitch features, plans, or price during Clarify, Label, or Overview.
• Do not list sessions, macros, or programming as the product — sell the life, then connect the program.
• Do not fill the silence after the price, justify the number unprompted, or apologize for it.
• Do not discount at the first hesitation; offer a payment plan instead.
• Do not end at "yes" without booking session one and collecting payment.
• Do not use Overview to shame the prospect for past failures.

Template: consult-script

Word-for-word intro consult with branch points. Replace FILL fields with the gym's specifics; pull the price and guarantee line from gym-pricing-and-guarantees.

GYM INTRO CONSULT — [FILL: gym name]

CLARIFY
  "Great to meet you. What made you book today?"
  -> [listen, note exact words]
  "What do you want to be different in [FILL: 6-12 weeks]? Why now?"

LABEL
  "So the real issue is [their words]. Did I get that right?"
  -> If yes, continue. If not: "Tell me more so I get it exactly."

OVERVIEW
  "What have you tried before? How did it go? What has it cost you?"
  -> [let them feel the gap]

SELL THE VACATION
  "Six weeks from now: [their dream outcome]. Here's how we get you there:
   [coach, done-for-you plan, small group, check-ins], each one removing a
   reason it didn't work before."

PRESENT (Explain)
  "The 6-week challenge is $[FILL] and includes [stack]. [Guarantee line]."
  -> [STOP TALKING. Wait for them to speak.]
  BRANCH price objection  -> objection-handling-and-speed-to-lead: money
  BRANCH time objection   -> objection-handling-and-speed-to-lead: time
  BRANCH spouse objection -> objection-handling-and-speed-to-lead: spouse
  BRANCH "think about it" -> objection-handling-and-speed-to-lead: think about it
  BRANCH yes              -> REINFORCE

REINFORCE
  "You made the right call. Let's book your first session and send your plan now."
  -> [collect payment, book session 1, grant group access]

Template: discovery-questions

Question bank by CLOSER stage. Pull what fits each prospect.

CLARIFY
  - What made you book today?
  - What do you want to change in the next few months?
  - Why now? What's different about this moment?
  - If we nail this, what does success look like to you?

LABEL
  - So the real issue is ___, is that right?
  - It sounds like the thing in the way is ___?

OVERVIEW
  - What have you tried before?
  - What worked, what didn't, and why?
  - What has staying the same cost you?
  - How do you feel about it day to day?

SELL
  - When you picture this solved, what changes first?
  - Who in your life does this affect?

EXPLAIN
  - What questions do you have about how it works?
  - On a scale of 1 to 10, how ready are you to start? (then: what would make it a 10?)

REINFORCE
  - What's the first thing you'll do once you start?
  - Best day and time for your first session?

Template: consult-tracker

Per-consult checklist to run live and review after.

CONSULT TRACKER — Prospect: [FILL]   Date: [FILL]   Coach: [FILL]
  [ ] Clarified goal and why-now (noted their exact words)
  [ ] Labeled the problem, got a yes
  [ ] Overviewed past attempts and the cost
  [ ] Sold the outcome before features
  [ ] Presented price, then stayed silent
  [ ] Handled objections (which: ____)
  [ ] Outcome: joined / follow-up / lost
  [ ] If joined: session 1 booked, payment collected, group access given
  Notes / what to improve next time: [FILL]