I have with me Tyler guz Oh Tyler you
are going to be playing the role of a
prospective client and you can throw
whatever curveball at me there's only
one rule that we have for this one and
that is that you can't the only
objection H can't bring up is
availability because if you have like an
early morning boot camp the only time I
do is evenings there's really no way to
bridge that um there might be a way but
it's highly unlikely so um so are you
ready to play that role ready to rock
and roll okay so what's your name my
name is Lisa Lisa or Lisa GS Lisa just
Lisa all right so um Lisa how are you
doing thank you for dropping by I'm all
right I'm doing good thanks for inviting
me by absolutely absolutely so um
definitely I'm excited to have you try
our work out but I just want to get a
little bit more information from you to
make sure we give you the best
experience possible it's not okay yeah
that's fine let's hear those who um say
all right so now we're gonna pause and
in a lot of sales training and in a lot
of personal training certifications they
always say that you never want to ask
closed-ended questions questions that
end with a yes or no you want to ask
open-ended questions to get the clients
to expound on their experiences their
needs their wants their desires however
you're gonna notice that over the course
of this sales script I'm gonna ask a lot
of clothes any questions and there's an
exception to that rule you want to ask
closed-ended questions when you know the
answer is going to be yes all right
because your end goal is to get the
client to buy the product or your
service so you're going to want to prime
them to say yes to you often you want to
get them into a habit of agreeing with
your service or what you're saying or
your offer is so my goal is to get about
10 yeses so maybe you're just gonna want
to take note on how often I'll ask
something like are you getting this do
you understand
is that okay is does that work for you
these are clothes any questions where I
expect the answer to be yes and if the
answer is not yes then I'm gonna do my
best to make sure that I turn them into
yes before I keep going
okay so first and foremost are you
currently exercising um off and on I
used to work out a lot and like things
just got in the way like kids and just
got really busy with work and I just
don't have time anymore so it's kind of
hard to get in but I've been trying to I
know I need to okay and do you have a
gym membership right now yeah I don't
really use it though I go to a youth fit
why I guess I have a membership to youth
it but I don't really go okay
all right and a couple things in a
perfect world how many times a week are
you looking to work out given your
schedule and you know the kids and all
that stuff how many times you looking to
work out I can probably do like four
times at the most that'd be the most I
could do okay and then what time of day
are you more of a morning person or an
evening person I like the nights because
sometimes I'm really hungover and I
can't work out in the morning so
probably nighttime at like five or six
o'clock okay perfect perfect now have
you ever worked with a trainer before or
have you ever done any kind of organized
bootcamp training yeah so I did a
bootcamp for a while it was through the
youth it it was okay and then I was
looking online and found somebody and
there was like online it was like a it
was like a PDF the guy sent me and it
was like really cheap and I try this guy
I was done I wasn't motivated to really
finish it up to be honest with you okay
so the boot camp wasn't live or was it
live and then the guy also sent you the
PDF no these are two different people so
I did the bootcamp at the youth it and
like just with some of the trainer's
there and then like I said I just
couldn't can really make it and so then
I tried online because it was more
convenient for me and I just wasn't
motivated I couldn't finish it really
okay alright so we're gonna pause again
and the first slide is going to be very
important to ask your first four
questions because that's going to give
you an idea of exactly where the client
is so you don't want to skip out on this
you want to know if they're currently
exercising maybe you're in a big box gym
maybe this is somebody that you've got
online but you want to know if they're
currently in a program
and if they're currently in a program
then you want to know whether or not
it's working for them okay because odds
are if they're speaking to you the
program is not and you want to get them
to expound on why the program isn't
working and one of the most important
things is let them know that it's not
their fault they probably just didn't
have the right tools so you definitely
want to ask if they're currently
exercising then this is especially for
online training you want to ask if they
have a gym membership because your goal
may be to get them to commit to home
training in home online training but
they may not be as keen to purchase the
equipment so when you do present your
prices in your program in the clothes
you can also say listen I understand
that you have a gym membership if you're
not too keen on purchasing equipment I
can give you all the exercises and
workouts that you need and you can do
them all in your gym so it's like you're
gonna have a personal trainer at your
gym without having to pay all that money
the third question is how many times we
do they want to workout you just want to
get an idea of what their goals are you
know that your program offers up to
three workouts a week but you want to
get their commitment on how long they
would be looking or how often they would
be looking to workout and then the last
question is have they ever done any kind
of organized training before like have
you ever had a trainer have you ever
done this online training before that's
gonna be a very important question ask
because you want to know their
experience how did it work for you what
was good what was bad you can see this
example this woman said that she got a
PDF and it didn't really work for her
and that's only gonna help your sales
script and you can say well that wasn't
working for you because they only gave
you a PDF with no accountability whereas
this program is gonna give you the daily
accountability plus the workouts that
are tailored specifically to what you
want so you want to get that information
she also said that she did the you fit
but she wasn't able to make it and so
now you know another objection was time
and you can say well now you no longer
have to worry about not being able to
make it to the you fit because you can
do your workouts whenever you want so
those are the first four questions you
have to ask the next question is going
to be very important as well because
that's gonna help you to lead into the
second slide and we're going to go over
that now all right sounds good
um so that's that's a good little bit of
information strong off with but the most
important thing
I guess I should ask you is what are you
after are you after a number is it a
look as it a size is it a feeling is a
performance what's your goal like if you
can create your perfect Lisa you know a
couple months from now what does she
look like compared to now well to be
honest with you I kind of feel I just I
want to feel more confident and kind of
I don't know like I like I said before I
used to work out all the time and then I
had kids and life just got in the way
and you know my my husband really likes
when I was red dress and I want to fin
the red dress again and that's kind of
you know my ideal weight I was about 20
pounds less so I don't know maybe like
20 pounds or 30 pounds I think that
that's what I was a for and I just feel
more confident really I mean I don't
feel that confident right now and kind
of scared to go and work out by myself
and you know not really motivated to
okay alright so usually when so I
definitely understand it's a feeling
that you're gonna get when you get to
that shape where you're able to fit in
that dress that's kind of the the marker
for you you understand like oh when I'm
able to fit in that dress that's when I
feel the most confident that's when I
feel best about myself yeah basically I
mean at least that's how I felt before
okay and you think that losing that 20
pounds it's probably going to put you in
the type of shape to get you in the
dress I hope so okay all right so let's
do some talk alright because I care
about a lot of numbers the least of
which is going to be your weight the
number that I care about the most is
actually going to be body fat percentage
now um can you see my screen right now
yes okay so with body fat percentage
that it says essentially gonna let us
know how toned you are so this is a grid
of different body fat percentages and as
you can see the lower the body fat
percentage the more definition you're
able to see in the midsection and in the
arms so as you can see this person has
50% body fat but the person has 45
percent body fat has a little bit more
definition and as we go down the line
all the way down to 10 you see more and
more definition yeah I'm not in a good
part okay but what
thing that you want to notice is that
this doesn't equate to any weight you
know what I mean so we don't necessarily
worry about what's the number on the
scale as much as we're gonna worry about
the number on the body fat okay okay now
you say that you don't feel like you're
in a great place we're gonna actually
take your body fat we're gonna it's
going to require your way we're gonna
take some extra measurements and then
we'll map out exactly where you need to
be sounds good
yeah yeah we can do that that sounds
good
you