closer-sales-script · git:20260705.acb5571 · 2026-07-05 · sha256 a6feae12dcb38184
closer-sales-script git:20260705.acb5571A
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--- name: closer-sales-script description: Produce and run a word-for-word gym intro-consult script using the CLOSER sequence (Clarify, Label, Overview, Sell, Explain, Reinforce) to take a booked lead to a paid membership. Use when a gym owner or coach asks for a sales script, says "how do I close the consult", "intro consult", "no-sweat consult", "CLOSER framework", "present the price", "I'm bad at selling memberships", or wants to prep for or review an intro consult. Do NOT use when the request is dissolving a specific objection, speeding up lead response, or building a follow-up cadence — use objection-handling-and-speed-to-lead instead; do NOT use to set the price or guarantee — use gym-pricing-and-guarantees instead. --- # 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, inside a 30-45 minute consult — long enough to build real desire, short enough that the decision happens in the room. 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. The prospect should be doing most of the talking here — if you are speaking more than about a third of the time in the first three stages, you are pitching, not clarifying. 2. **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. 3. **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. 4. **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. 5. **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 — hold the silence for as long as it takes, even a full 10+ seconds; 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. 6. **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. If they leave without paying, treat it as a no with homework — follow up within 24 hours or the close rate on that lead collapses. ### 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." ### Know your numbers Track close rate per coach per month. A well-run consult process closes 40-60% of shows; below 30% sustained means the script is being skipped or the leads are wrong — review recorded consults against the tracker before touching the offer. Same-day closes stick; "think about it" prospects who leave the building close at a fraction of the in-room rate, which is why Reinforce ends with payment collected, not a promise. ## 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. - Close rate is tracked per coach, with sub-30% months triggering a consult-recording review. ## 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. ## Deliverable Produce a consult-ready sales kit containing: 1. **The word-for-word script** (consult-script template below) with every [FILL] resolved for this gym — name, timeframe, price, stack, and guarantee line pulled from gym-pricing-and-guarantees — and the objection branch points marked. 2. **The question bank** (discovery-questions template) trimmed to the questions this gym's coaches will actually use per stage. 3. **The consult tracker** (consult-tracker template) ready to run live on every consult, plus the tracking habit: log every outcome and review close rate monthly per coach. ## 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] ```