Fitness Sales Tutorial

Hey guys and girls, Matt here from salessniper and you're struggling to close on the phone, starting to take credit card details. It's totally cool. It's a very normal thing to struggle with. What I've done is I've done a real life sales call for one of my sales coaching clients because they were struggling to close over the phone. So I wanted to take them through the step by step process, have them have a call recording that they could actually use. This is a fifteen hundred dollar online personal training products are not like a huge product or anything like that. But it's also not super low end. And so what I'm doing now is I'm gonna go take you through step by step, exactly what I did, why I did it, how I did it, and like my thought process throughout the entire time. So bear with me. You're gonna see my head a lot, not talking. That's cool. You're gonna be listening to the video. And then what I'm gonna do is I'm gonna. I'm gonna break it up at certain points and kind of explain to you exactly why I'm doing what I'm doing. Let's get that hustle sign in the back. That's my new. That's my new thing right there. I think it's. It's cool. I like it. All right, so let's go.

Hello, Sammy speaking.

Hey, Sammy, it's just Matt from back to me. How are you today?

I'm good, thank you. How are you?

Yeah, good. We have a.

So obviously the very, very first part of the call, all we're doing is just saying, hello, how you going? And then like I said, just. I said just there because it assumes like familiarity. So it kind of disarms people a little bit and it makes it feel like they should know who you are. This was a booked in call, so she knew who that was. I should be calling. Hey, it's just Matt.

Call with him for now. Is it still an appropriate time for you?

Yeah, that's totally fine.

Always want to find out.

So we have a call today, kind of. You obviously booked a call to find out a little bit more about our program. And I just really wanted to know what is it that sort of sparked your interest to book this call with me today?

Well, I guess I just had a baby about.

So the wording there. What is it that sparked your interest in order to book this call with me today? So the reason why I said that is because I want one. I want to know, like what is what is it that interested in him? Obviously, I know it's gonna be a weight loss, but I don't want to assume anything because every time you assume something, you're probably gonna screw it up because you don't understand the context of their life, how they think, nothing. You haven't ever spoken this person before. So, yeah, like, chances are, whatever you assume, you're probably gonna stuff it up.

So.

Yeah, so I want to find out. And also I want them. I want them to remind themselves why they got excited, why they booked a call, because the more someone tells themselves something, the more powerful it is.

Okay.

And that'll become a theme in order in. In what we end up doing.

My second baby or your girl. Thank you. She's a girl. She's perfect. Beyond belief.

Nice one, always.

But I gained a lot of weight through my pregnancy. I gained 25 kilos. So, like, when I gave birth to her, I was like 85 kilos. And now I'm 75 kilos, and I want to be back down to 60.

Okay. Okay. Like, was that different from your first pregnancy in terms of the weight gain?

I gained a lot in my first pregnancy. Two. Not quite as much, about five kilos.

Okay. So notice how I kind of rolled over, like, what her goal was, because it's important for me to know, but it's not the most important thing right now. And one thing that a lot of less competent salespeople would do is then interject their solution very quickly. Oh, that's fantastic. Because on this call, I'm going to teach you all about. It's what our program does. Amazing. Yada, yada, yada.

Wrong.

Don't do it. No one cares about your solution yet. You don't even know what their problems are. You can't offer a solution if you don't know the problem. So don't do it.

But I. I just wasn't as focused on losing weight in that pregnancy because it was my first baby and it was really full on. So I didn't really think about it until later on. And then I just kind of slowly lost this time.

I'm.

I've got a routine going a bit better, so I kind of want to get on, get onto that a bit sooner, I suppose.

Okay, so you said that you have a routine at the moment. Can you tell me a little bit about that?

Yeah, like, I mean, with the baby. So she. She's on a routine with her nap. She naps three times a day.

Okay. So I asked about something specifically because I don't really know what that means. So again, it's being curious by routine. She said she's in a routine. So like in the back of my head, I assume what she means is a training regime. So if I were, oh, what kind of like training routine do you have at the moment?

You just watch, it would have happened.

She's on a routine with her nap. She naps three times a day. And like at least one of those per day she'll do in her own bed. So that gives me like a little bit of free time, I suppose, to focus on something for myself, like exercise.

Okay, okay. And so the, like, after your first child, you said it took you like, you just sort of, you didn't really focus on it. How long did it take you to get back to pre baby weight? Or, or did you get there?

Okay, so I'm just trying to establish a little bit of backstory on how long it took her to get her last swing because I want to kind of establish timelines that she's okay with and then morph that into the timelines that, that she actually like, wants to do for this one. But you notice I'm only asking questions. There's no solutions, no nothing. I'm not really saying anything at this point. I just want a lot of information.

I was probably back to pre baby weight at nine months postpartum. It took me about six months to get there, I think.

Okay, that's great. Well done. And I suppose, is that a timeline that you're looking to replicate this time, or do you have a different timeline in place that you think you can achieve this goal?

See, so with that, I'm trying to figure out how fast she wants to do things, but I don't want to ask her. And how fast do you want to achieve your goal? I want to do things in more roundabout ways, more neutral ways, ways that seem more conversational than rather just like. And when do you want to achieve your goals? That's salesy bullshit.

I think a month is pretty good, but if it can be done a little sooner, that'd be good too. I just don't want to do anything too extreme, obviously, because I'm like breastfeeding and stuff.

For sure, for sure. And like, I suppose, like, what do you think are the things that need to happen to ensure you do get the best chance of having the result? Like, what are some of the things that you, you feel like need to be done?

So the reason why I'm asking that is because again, I want her to tell herself, like the things that she feels she needs. I, if I start saying things like you need accountability and this and this and that, she want to be like, oh yeah, okay. But there might be something very specific that she wants. So I want her to give her the opportunity to really tease that out.

I just need to know like what to do. Like I don't know what kind of exercise is the best to do and also like safest to do after having had a baby. And food wise as well. I don't, like, I don't really know like what's the best things to eat for fat loss. Like I know how to eat healthy and stuff, but I think there's a difference between eating healthily and like losing weight, I suppose.

Okay, so would you be able to walk me through what you're currently doing?

So I want you to be honest. How many of you during that part would have rammed a solution down her throat and said, amazing, perfect, we can do this, we can do that. A lot of you, it's because you.

Suck at this right now in terms of eating, in terms of, yeah, like going out. Are you exercising off? Just so I can start to really get a picture as to like what your daily routine is or your weekly routine.

Okay, so this is now I'm trying to start to start to establish like I kind of got a brief idea as to what she wants. I know what her timeline is. I know a couple small challenges. I know she's got some time available, I know she wants to do it, but there's a lot of objections that are going to be coming up. So what I want to start to do is start to pre handle that stuff. What am I going to get? Time, I'm going to get, think about it. I'm going to get price, I'm going to get partner. Those are the four things I have to handle during this call. And if I don't handle them early, it's very difficult to handle them later. And even if you do handle them, that person might just sign up because you've like outwitted them, which isn't a good long term client.

I got for a walk a lot through the day with the baby often in the carrier because she doesn't like being in the pram. That's really my only form of exercise. Just walking around with her to the shops or to the grocery store and that sort of thing. Food wise, I'm just trying to like not eat too much, but like I'm just eating like your standard, you know, toast or cereal for breakfast, wraps for lunch. I don't know, like oven cooked meals for dinner, that sort of thing, and then snacking and stuff. So like nothing specific, just kind of things that are quick and easy.

Okay.

So that was all obviously very, very surface level and probably not the whole story. So we know as coaches that's not what's going on. Not many people are going to gain massive amounts of weight or not be able to lose weight on that diet, given the fact that she's breastfeeding and busy and all this kind of stuff. So there's more going on here. All right, so let's pick it back up and start to real dig in to find out what it is, what it is she's really doing.

Okay. And in terms of like, like on a weekly basis, like, how many, how many meals would you buy versus cooking? Because obviously, you know, like, a pasta that you make is going to be different than a pasta that you buy or mashed potatoes that you make is different than mashed potatoes at a restaurant. So, like, how many times a week would you eat out or would you buy a meal?

Makes total sense given the context.

We're probably eating out the moment for breakfast, actually, because we go to the cafe with the baby. It's just like something nice to do with my husband.

So probably, like, what do you usually have at those times?

Oh, we have some good info. We have some really good info. Now we know she's going out to cafes all the time. We also know she's got a husband. Let's. Let's see where that goes.

Okay, I'll get like, like a big.

Breakfast kind of thing. Like, okay, yeah, that sort of thing.

Delicious. It's definitely one of my favorites. So I'm with you there. And have you restarted your social life yet or are you still kind of still kind of tucked away in the house doing the whole baby thing?

Definitely. Like, we're just looking after the baby. I had a mum's group with my firstborn, but they don't go into mum's group for your second born for some reason. So I still chat to my mum's. So I still chat to my mum's group for my firstborn, but other than that, yeah, not really.

Okay. And like, before reaching out to us, have you, have you reached out to anybody else to try and get some stuff fixed and sorted or like, what, if anything, have you done to, I guess, help that weight loss progression?

Okay, so what information do we have now? Her and her husband both get a big breakfast four times a week from a cafe. Big breakfast you know, let's say she lives in Sydney or Melbourne or one of the major cities. Doesn't really matter. It's 20 bucks each, 40 bucks a day probably because coffee's 50 bucks a day, four times a week, that's 200 a week on cafe. Food price. Objection. Gonna be obliterated. That's also going to really, really hurt her weight loss. I mean, those big breakfasts are going to be a couple, like at least a thousand calories. If you have a nice big breakfast with a coffee and stuff like that, no drama. It' killer fat loss. So like, we've got a lot of options there and we're just gonna dive a little bit deeper. We want to get that information conversationally. We don't want to make a big deal out of it. We just kind of want to keep probing and clarifying and figuring out what's going on.

I've just like scrolled around on Instagram trying to find like other mums that have like shown what they've done, like workout wise and stuff. Like there's not a whole lot kind of just people showing what they do now, not like at the time, like in the process of losing it. So I just don't know, like, so.

Again, this is all about, you know, what sort of prompted you to reach out. You know, she's going to tell herself what it is about this program in particular about this marketing campaign. This is a fitness program for new mums and it was done by a new mom and she did the whole progression. So it's a great program and it's great for new moms. And so she's perfectly in the demographic for it. Right. And so the marketing is what kind of reached out to her. And so I want her to tell herself and get herself a little bit excited as to the reasons why I should have dug deeper on this, but I didn't.

It's what they're doing now is what I should be doing, like if it's safe and all that sort of stuff.

So what is it about like the advertisement or like what we do that kind of sparked your interest? Like, what is it that kind of to really having this goal today? Like, I know that you're looking for solutions and answers and help, but like, what is it really that kind of honed you in on spending like what precious time you do have on a phone call with some guy that you never met before.

By phrasing it that way? Like, what I'm doing is I'm showing like, hey, listen, like you've Already made some sort of commitment you've already identified. Like, why. Why is this important to you? Like, obviously something that you saw or sparked you an interest enough for a new mom who's got no time as it is to take time out of her day to talk to some guy. So, like, what is it like? Let's start to get some importance and.

Some brevity, I guess, just to get more knowledge. So if they can just tell me exactly what to do and I can just do that so I can just not have to think about it, because I don't have the energy to think about it.

Okay, so something that's just kind of like, hey, listen, life is stressful. Everything's going on. Follow the bouncing ball. Do this. And you feel like you have the best chance of doing it because it's all about that certain. So it all comes down to if you're confident in a plan, then you can execute it, right?

Yeah, that's right. And just having the ability as well, someone, like, checking in on me.

Okay. Okay, great. So making that you're doing it and making sure that you don't sort of, for lack of a better term, have excuses that stop you from doing things that we all agree are within your best interest. Yeah, that's right.

A little bit of framing and seating there.

Okay. And your partner. Does your partner know that we're on the call today? Have you kind of discussed, like, what it is you think you need with him and kind of. Or her and kind of going through that process of saying, like, I think I really want some help at the moment. Have. Have you guys had that?

This is where I'm going to pre. Handle the partner by. By. So by doing it that way. Does your partner know you're on the call today? Have you guys had that discussion? Like, I'm gonna find out a little bit of info on that, so I should be able to kind of pre. Handle it and sort of seed that it's okay and get her to say it too.

Yeah, he's on board. He knows that this is important for me, like, for my mental health as well.

Okay. Okay, fantastic. And in terms of, like, the timing of. Of everything that's going on, why do you feel like now is a good time to do things like. Like. Like, why now?

So if you notice there. There's like, a slight skepticism in my voice, like, why. Why now, though? And the reason why I've done that is because I want her to. To push back a little bit and be like, well, it's important for These reasons, you know what I mean? And so it's like a very tactical, intentional pushback to get a little bit of forced resistance to get her to, to demonstrate her, her position better.

Oh, just because I think I've had given enough time between my birth and now. And because the baby's like in like a semi routine, I think I have the availability to do it. So yeah, before that it was just, I was a hot mess. So I'm good now.

Okay. And like I guess going back to your last pregnancy because obviously it took you like a much longer period of time.

Okay, so what have we established now? We're only eight minutes into the call. I know this video is long, but bear with it. And we've already gotten rid of the time Objection. Because of what she just said, like she's ready to do it now. We've got rid of the partner. Objection. We've gotten rid of the money. Objection. And we have established a couple of things that she's doing within her lifestyle that are going to stop her from losing weight. And we have a rough goal. She wants to lose about 15, 20 kilos. And now we're going to dig into why. And this is where it all starts.

To come together, kind of get into everything. What do you think were the reasons last time that it took you a bit longer? Was it just a bit of shell shock or was it that you just didn't really know where to start? Like what's the reasons I'm getting at it. What are some of the things that happened last time that kind of caused it to protract out a bit longer than what you wanted to? What are the things that we don't want to let happen this time to allow that same result to happen?

So what we're doing here is I'm going, okay. What are the habits that you had last time that caused your weight loss to take longer than you wanted it to when you had your last baby? And how do we establish some norms where those don't become habits that cause you to have the same result this time? And so by her saying it, by her doing that, and by her giving me permission to like coach her through that, it means that none of those excuses are now valid. So those thought patterns and habits that she had, she's going to slap them away.

I guess I, because I was a first time mom, it was really overwhelming. So I was just incredibly preoccupied figuring out how to look after your baby and losing weight just wasn't even on my radar. And then when I wanted to Lose weight again. I just didn't really know what I was doing. So I kind of just plotted along and I guess it eventually came off. But I think, yeah, but like I could have, I could have lost more, I suppose, before I had my second baby, like I wasn't like exactly where I wanted to be. So this time I'd like to. I don't think I'll have any more children. So this time I'd like to just get my body to exactly where I want it to be. Efficiently, I suppose.

And what is that body? Like, what is the kind of vision that you have?

Oh, there it is. So now sort of getting into it now. Want to go, what's the vision? Where are we going? What are we trying to do? Start to get some more defined those smart goals. Specific, measurable, achievable, relevant, timely.

Well, I'd like to be at least 60 kilos, maybe a couple kil lighter than that and just toned. Not have any real excess fat on my stomach just to give me the best opportunity to have loads of energy to play with Mike as well.

Okay, and have you been there before? Like, have you been to perfectly fat stomach, sort of like in a place where you're really happy with your physique?

Yeah, I was that before I had any kids.

Okay, and what was your routine back then? Or did you have any sort of set way of doing things that caused you to be able to get that way?

The reason why I asked that is because I wanted to make sure she didn't have crazy, unreal expectations of herself and that she wasn't thinking that she had to do like five times a week in the gym to get a result. Because this program is three times a week, 30 minutes at home training with no thing, and then like a nutrition plan and like accountability and coaching and stuff. And so this is much more low key than what she might have done in the past, but it's still very effective. So I wanted to make sure that like I sort of pre handled any sort of crazy expectation. She's like, in order to lose weight, I have to train 10 times a week. So I want to kind of figure out where she's at with that without just kind of telling her. I want her to tell me so I can shape it.

I guess I had the luxury of being able to exercise regularly without any like responsibility because I didn't have anyone to look after so I could just do my thing. And also I was a little bit younger, so I think my metabolism was probably a little bit faster and Just my body worked a bit more efficiently, I guess. Yeah.

Okay. Perfect. Perfect. And so, like, I suppose what's the reason why it's important to do this again?

So I wasn't pausing because I didn't know what to say. I was pausing because I wanted to make it sound like I was thinking a lot because my word choice was important. When, when. When you pause and intentionally stutter like I just did, it makes what you're saying sound very important. So keep, Keep listening.

Like, I'm like, I'll tell you a little bit of a story to kind of like, understand because, like, you don't know me very well. So sometimes the best way to understand, like, why that question is important is to kind of tell you a story. So. And so what I'll do is I'll tell you why I do what I do. So I'm a. Wait.

So this is a. This is what I call tactical vulnerability. You probably heard it like a nightmare story before. It's kind of like a cheat code that I use to get to the core of an emotional issue very quickly through telling a story about yourself or about somebody else, usually about yourself is a little bit more powerful. This is like a tactical move because I've got a lot of very good information, but the, the conversation's been relatively surface level. She hasn't really allowed me to probe and clarify really deeply. So I don't have, like, I've. I've got the goal and I've got the things that are holding her back, and I've pre. Handled the objections, but I don't have enough emotional anchoring to that goal to push her over the line if she gives me objections right now. So I kind of had to pull like a little bit of a cheat code and go, okay, I'm just going to show immense vulnerability to then get her to mirror that, because that's what people do.

Boss, coach. I help people, specifically new moms get their. Get their boss back, right? And they get what's called back to me, right? So that's what the program is. And we help new moms transition that. And so the reason why I'm passionate about this is because I was an overweight kid, right? And I grew up with really bad habits around foods and stuff like that. And so, like, I didn't understand why I was like, I just never knew it. Like, I just used to grab my stomach when I was like 12 years old and just be like, what is this? Like, I just didn't get it right. And as I got older I sort of just, like, luckily was super active. So it kind of started to fall off me a bit, but I still had the bad habits. And then I joined the military, same thing, had the bad habits, but I was so active because I was in special operations. I was just an active guy. I never really got fat, but I was never really lean. I never really understood why I wasn't as lean as the other dudes, because we were walking around, like, with six packs and stuff. But. And then when I got out, I became a personal trainer and I sort of started to understand, oh, shit, I have a lot of bad habits. And I started to rise, started to talk to a lot of people and help them lose weight. And I would sit in front of people who are 30, 40, 50, 60 kilos overweight, and I would listen to them and they would say, you know what? Like, now just isn't the right time. I got the kids and I got work, and I got this and this and this. Like, I didn't understand what they were saying, but I understood on some level. Does that make sense? And so. And so I started to sort of think about it as a different way. And I was like, oh. I had this sort of like, oh, shit moment where I was like, oh, we're all, like, perfectly designed to be exactly where we are. Like, every habit I had from when I was a kid had put me in a position where every decision that I made led to really have the body that I wanted. But I didn't really understand that. And so I started to think. I started to realize that I have to start thinking as if. Because if I'm already there, I make the decisions of someone who's already there. So I started being a bit more balanced in my meals. I started being. Doing more meal preparation because I am someone who just gives into temptation relatively easily, right. So if something isn't there, eat it. And if I have a prepackaged meal that's convenient, they'll eat it, right? So that's where I start to go through the prepackaged and meal prep. It saves me loads of time. Saves me loads of money. Right. Like for you, you're going out four or five times a week to a cafe, spending 25, $30, you know, between the two of you spending, like $60, you're spending, like, probably two to $300 a week on cafe food. Yeah. And you know, like, that's awesome. You guys can do that. But, you know, for a lot of people, that's just not a stuff that they don't Have. Right. So, you know, learning how to meal prep and knowing that eating healthy is not expensive and that we can sort of go through these processes where, like, it makes it easy and convenient, we start to make choices. Right. And so when I ask you, like, why you're doing this, the reason why I help people is because, like, I understand that everyone's kind of been engineered to be exactly where they are. Like, you're in the perfect position for where you are right now, because every decision you make causes you to be there. And if you're not happy with certain things, then what we need to do is start to transition out from who we are to like, where we want to be and change the perspective and start making decisions as if we are already there. Does that make sense?

Yeah.

Okay, so that was like, that's a storytelling. I have a very storytelling style of sales just because it leads to my personality. So what I wanted to do was give her some vulnerability and give her some context as to why I can do what I do. But like, not from a standard where I have, like. Because I have a PhD in like, you know, physical whatever that's like, that's. They can't relate to that, but they can relate to being overweight and not really understanding why. And then by telling stories about clients that I've worked with who are in bad situations, but like, not vilifying the person, but understanding it's a behavior. Like if a child is naughty, you don't call them a naughty child. You tell them you're a fantastic child, but your behavior is bad. So let's. Let's vilify the behavior, understand it's a series of habits, and then fix the behaviors. But it's not your fault that you have these behaviors and habits. So let's figure out what's going on and why. And talking about people in worse situations and about their decision making process and why that's the decision making process. And so I think, like, you can understand where I was trying to go with it. And all that stuff's true. It's very hard to lie on a sales call. At least I find it very hard to lie. So all that stuff is true. But it was kind of really trying to get escape and trying to really understand and set a framework that if she wants a different result, she has to make different decisions. And by showing her vulnerability and then by going back and really going, this is why I help people, then that will can let her open up as well.

Yeah.

Yeah. So why is it that you feel like it's important to lose the weight and get back to that side stomach pre baby. Like, what are the reasons that are sort of, for lack of a better term, keeping you up at night that are going to help me as a coach kind of take you through the process and start to change some of those habits? So this is a long term approach. It's not a. It's not just to get lean and then go back to the same habit. What's the real reason why you want to do this?

Well, it makes me feel good about myself. Like, when I look nice. That means a lot to me. And I like, I want energy to play with my kids. I don't want to be like, you know, the fat mom that. That's all frumpy and can't do anything. Like, I want to get down on the floor with them, play with them, all that sort of stuff.

Okay, so you feel like if you lose weight, you sort of like. Like you'll be able to be the mom that you want to be and.

Yeah, that's right.

Okay.

Okay. So now it's no longer a decision as to. We've changed the frame from I want to do a program to lose weight to I want to make decisions that cause me to be the best parent possible. I either want to make those changes or I don't. So the framework is very different now. So the consequences of inaction have now been expanded. Now, I could have gone much deeper into this, and if I had longer, like, I closed this girl in 23 minutes, like, I could have gone for, like, an extra and just kind of dove in deeper and deeper and deeper and deeper and get her crying and all that kind of stuff. But I. I just. To be honest, I just didn't feel I needed to. I felt like I was in good control of the call. I knew what objection I was going to get at the end. I knew how I was going to handle, and I was pretty confident I could close her. But if this was a more expensive sale, like a 20, 30, $40,000 one, I would have booked out longer time, and I would have gone much deeper into certain parts of it.

All right, perfect. Well, that's a great reason. Right. So that means that if there are obstacles in your way, then me as a coach, I can reframe you. Does that sense? I can go, hey, Demi, the reason why I'm doing this is you, the best mom you can be. And you know that being overweight, extra weight, being tired, and, like, not living that healthy lifestyle is one gonna pass on those habits. But two, you're just not gonna be fulfilled in who you are. And you know, like, there's ramifications to these, right?

Yeah.

Okay. Okay. So like you've mentioned a few things. You mentioned accountability. You've mentioned like a step by step plan. Is there anything else that you feel like you really need to like, give yourself best chance being in the best position to achieve your goal? And I say it that way because I don't want to say what do you need to ensure that you can achieve your goal? Because nothing is guaranteed in life. So what we want to do is consistently put us in the best position. Right. So you set a capability, you set a step by step process. Anything else that you know you need just in that best position possible.

Framing it that way. Because I'm setting up my initial trial close, so I want to get a pre commitment before I get actual like a buy. So it's my pre commitment and that's the reason why I word it that way and it'll make sense at the end of the call.

I can think of.

Okay, sweet. So feel like it's appropriate at this stage for me to tell you a little bit about how we work and what we do? Yeah, that'd be great.

I'm asking permission to pitch essentially, is what I'm doing there. I don't just want to go, okay, so this is what we do. I want to go. Do you feel it's appropriate at this stage for me to talk to you about this? Yeah, of course.

Okay.

Sweet, small commitment.

Okay. So essentially our program is 16 weeks and what we do is we take people like yourself and we walk them through a step by step process and we, we hold your hand throughout the whole thing through like grouping and community, and we give you the process and the planning.

If you notice, like this is essentially the features and benefits of the program and like the pitch or like the presentation phase is like two minutes. Because the deliverables are borderline irrelevant when you understand the real problems. So once they're aware of. It's just, it's not super important what the actual deliverables are. So that value stacking on that bullshit. This is, this is how like a presentation phase is relatively short.

Both nutritional mindset, also from a, like an actual workout point of view to give you the result that you want. Now you, right now you're. You want to lose about 15 kilos. I think a reasonable expectation for that is around 20 to 25 weeks. Okay. The reason why I say it that way is you can probably Lose it a lot faster. But I want to create a realistic expectation in your mind so that we don't like, because you might lose a kilo a week for the first five weeks. Right. But I don't think that that's what you need to do long term, because we're in this to get a real lasting change. And doing things in a really extreme way, like you said, is not really what you want to be doing.

Because, again, I was anchoring something to what she said before. She said she doesn't want to do anything extreme. So it's just making sure that we're on the same page and that she.

Knows that I've been listening and you are still breastfeeding. And there are some. There are some nutritional things. We don't want to go into too much of a deficit. Does that make sense?

Yeah.

Yeah. And then, like, we walk you through the process, we hold your hand, we coach you throughout the entire thing, and every single week have. Because we went through the program step by step with a mother with a new baby, and we did the program with her, right? And we walked through the process and also went through what she was going through at the time. And so every single week, you see what she's doing in real time. Then you also see what she looks like now doing it with you so you can get some more ideas about form and stuff like this. The baby's with her while she's training. This is real life. It's not the prettiest stuff always, you know what I mean? Because it, again, is filmed, like, in real time. You know what I mean? And so, yeah, but it's really designed to be raw and real and it's designed to sort of give you an idea that, like, you can do this. You know what I mean? Like, yeah, we did it together, and we can do it together with you. Does that sound like the kind of program that can put you in the best position possible to better achieve that sort of 15 kilos and give you the best chance to be that sort of mum that you want to be and have that body that you want?

That's the trial pitch.

Right.

Does this program sound like it can get you in the best position to achieve X, Y and Z because of this? And that's the why. So achieve the goals because of this. Does it put you in the best position? It's not. Do you want to do it?

Yeah, I like that. That I can see, like, someone actually go through it and see the process.

I think that's really cool. Really cool. Okay, perfect. So do you sort of want to go through some of the logistics of how you go about going through the next steps?

Again, I'm asking permission. Do you want to hear about the next steps?

Okay, great.

Yeah, that'd be good.

Okay. So the way the program works, it goes for 16 weeks, it's $1,200. And from here, the next steps are. We kind of talk about pricing, we talk about the program, we get you inducted, and then we get you put into the community, and we sort of start from there. So, like, how would you like to proceed from here?

Bit of a ninja tactic.

Close.

How would you like to proceed from here? It's like, I've been doing sales for a while, so, like. Like, you know, there. There are easier ways to go. So how does that make you feel? Or, you know, how does that sound to you? How would you like to proceed from here is like a very. Like, it can go badly. So I don't recommend using it. But it's. It's like my usual clothes because, like, it's not saying, do you want to do it? It's like, we'll say, how would you like to proceed from here? So I can go to a lot of different directions, but I kind of know where it's going to go because. Because I've been doing this for a long time. And so, like, I'm prepared for what she says next.

Well, do you guys. Twelve hundred dollars is, like, a lot of money up front. Do you guys do payment plans or anything like that?

Yeah, we do. If you'd like me to go through that, I can. I can. I can talk to you about that.

Again, I'm asking for permission.

Right?

So you want me to talk to you about payment plans?

Yeah.

Yeah, that would be good. Like, can I do it weekly? Or anything like that?

So we don't do it weekly, unfortunately. But what we do do is we can do, I guess, like, one payment of 12, two payments of seven, or we can do three payments of five. Right. The reason why we do that is just so that, like, it. It's really. There's a couple of things in it. One is like, that sort of mental commitment that, like, okay, like this. This means something to you. And so, for lack of a better word, like. Like the little bit of pain is a good motivator. If people were truly motivated, they would just do stuff. Okay. And so, like, if I was truly motivated to get fit, I would have got up this morning and gone for a run right now. Some of the reasons why we don't is fine. Because if we don't know where to start and we're not keen on our plan and we're not sure that it's going to work, then, like, why do it? But obligation is a great thing. Okay? Because when you're obligated to do something, then you do it. And that little bit of pain, which is that money. And I do understand a small amount of money, and I'm happy to walk you through that and kind of go through it with you.

You always want to make them feel okay for having objections because all the. All objections are somewhat valid. It's just that, like, they're what's holding them back. So, like, getting combative, it's just. It's totally unproductive. So, yeah, no problem. I understand. Totally reasonable, perfectly normal.

Just have a really open conversation about it. But, like, when you obligate yourself to doing it, then you're going to do it because, one, you don't want to waste your money. But two, like, you have books there and you have a community of people.

What I'm doing here is I'm turning payment into a positive. That's what I'm trying to do. When you pay, you do this. This is why you pay. That's why it's good.

Be happy when you pay who you're now in with. And now it's more than just you. And we've already established why this is important to you. So, like, there's some obligations there. Then when you start doing it, then you get the result because you're doing it. When you start getting the result, the intrinsic motivation comes, and instead of us pushing or dragging you over the line, we're just walking beside you. Does that make sense?

Yeah, that does. No, I think the three payments of five, that sounds good. So would I just pay like every six weeks or something like that?

Yeah. Yeah. So it's a team week program. So what we do is do 500 today, and then we do 500 in four weeks. And four weeks.

Okay.

Okay.

I should probably check with my husband.

Okay.

So how many of you, be honest, would go. Would let them get away with that and go, oh, yeah, awesome. This chick's gonna do it. This is amazing. And then she ghosts, like 100% of the time. Don't let them get away with it.

I think that should be totally fine.

Okay. So do you mind if I ask you about that?

So I said it like that. Like you can say, do you mind if I coach you on that? Do you mind if I make a Suggestion around that. Do you mind if I challenge you on that? Kind of depends on how you go, but do you mind if I talk to you about that? It's very like, not, but I think.

That should be totally fine.

Okay, so do you mind if I ask you about that?

So I said it like that. Like you can say, do you mind if I coach you on that? Do you mind if I make a suggestion around that? Do you mind if I challenge you on that? It kind of depends on how you go, but do you mind if I talk to you about that? It's very like non combative. So it's like, oh, do you mind if I talk to you about that? Because I kind of want to, like, I need to get this out of the way.

Yeah, that's fine.

Yeah, for sure. So obviously the way that we move forward today is we kind of organize everything over the phone. And I understand that you want to speak to your husband, so there's a couple ways that we can kind of go about that. I think you definitely should talk to your husband. And I think that, you know, from everything you've told me, he's pretty much bored. And from a budget perspective, hopefully this feels like it can fit in. Right now you guys spending about 200, $250 a week on cafes. So this would be about half of that, I would think, probably a little bit like $150 a week over the months. Does that seem like a reasonable kind of budgetary choice to kind of cut down some of the cafes and then exchange that with the fitness and coaching regime? Is that reasonable?

I love that line. Is that reasonable? Because of course it's reasonable. So like, you know, we've already, I've sort of, we've already established that your husband's okay with it. You and your husband are spending way more than that on cafe meals, which is taking away from your goal and like by sort of touching on it going, it's perfectly reasonable. I think you should definitely talk to your husband about this. But like, let's, let's talk about the logistics. If he's okay with that, you know?

You know, you heard.

Yeah, I mean, I guess I wouldn't be eating at a cafe anyway, would I? If I'm doing like a food.

Exactly. And it's kind of one of those things, right? Like, if your guy's on board and he's all in with you doing it, which he kind of said that he was, then really he'd probably be okay with him not going to the cafe. You know, and then maybe he loses some weight and gets rid of the potential dad bot, you know what I mean? I know when I had my kids, I kind of blew out a little bit. So hopefully. Do you guys feel like you guys could attack this as a team? Do you guys think you could do that?

Oh, yeah, definitely.

Go team.

Okay. All right, perfect. So if it's okay with you, I'd like to start the process of kind of moving forward so that we can ensure that we get this done. Is that cool?

Yeah, let's just do it and then I can start. Can I start straight away?

Yeah, absolutely, absolutely. I'll just go take some details off. Yeah, just your full name, credit card and a few other things and then we'll be done.

All right, so just stop the call there. So obviously I'm not going to give you her full name, email address, credit card number and address. That's how it's done. So I hope this video was useful to you guys. I know it's long. Well done for you guys. Sticking to the end. I've done a lot of these calls over the years. I've done them in a lot of different ways. I have a lot of different call recordings as well, of different ways to do things and more Beat em up style. I've got calls where I had housing Commission, alcoholics pay $600 up front for a four week in house training program, you know, like where I had to like verbally beat him up. I've got calls from got people crying because they need it so badly and you know, like when you, like, you can take people down a rabbit hole when you ask them a lot of questions essentially. And so if I hadn't have done my work in the beginning, I wouldn't have been able to overcome those objections and the chances of me signing her would have been very, very low. So hope that was helpful guys and have a great day.