June 11, 2025 • 42 mins
Join The Fitness Sales Inner Circle
We review a real fitness sales call with one of our Fitness Sales Inner Circle clients, breaking down exactly where the consultation went wrong and how to fix it.
• Following proper sales structure is critical for success in fitness consultations
• Skipping the Problem Phase and Challenge Phase can lead to difficult objections later
• Open-ended questions are more effective than presumptive statements
• DIY objections often emerge when prospects focus heavily on "effort" rather than results
• The "digging" approach when facing resistance creates awkwardness rather than connection
• Tying prospects back to reality helps them acknowledge limitations in their current approach
• Moving forward with structure is better than panicking when prospects resist emotional questions
• Future state and consequence scenarios can break through even with resistant prospects
• Proper preparation for DIY objections happens early in the call, not at the closing stage
If you found this beneficial and would like to get your own call reviewed, click the link in the description to join the Fitness Sales Inner Circle.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:00):
Welcome to another episode of the Fitness Sales
Playbook Podcast, and today whatwe're going to do is a call
review from one of our clientsinside of the Fitness Sales
Inner Circle.
So the goal of this call reviewis we're going to go until we
find either three major work-onsor until we feel that the sale
(00:23):
has been lost.
Okay, so this is a video callreview, but for the purposes of
privacy, I'm sharing thispublicly.
I'm only gonna show myself, soyou're not actually gonna see
the video, but you're gonna beable to hear it, and I'm also
just gonna edit out any names oranything.
So if you see some jump cuts,that's what was happening.
Speaker 2 (00:51):
But, yeah, let's dive in and see what happens.
Uh, so I can can't hear youjust yet.
You'll need to uh, unmuteyourself.
Press the microphone button.
There we go.
(01:15):
Yes, yep, we've made it.
How you doing, mate?
Yep, good, good, good.
Yeah, it can be a bit for Nickto see if you've never used them
before, but that's right, yeah,you're here now, so, uh, so
it's all good.
Uh, have a good morning so far.
Speaker 3 (01:22):
Uh yeah, yeah, I've just been watching, been
watching the, just going throughthe videos beforehand and then
thinking five or ten minuteswould be enough to get on board,
but obviously not.
Speaker 2 (01:34):
No worries, mate.
Well, let's just dive into it,mate.
So I want to, I guess, prefacethe call by, I guess, letting
you know what's going on.
Speaker 1 (01:43):
So the frame?
Okay.
So we've had a little bit of asmall talk and then we're going
straight into a frame.
Now, ideally, what we want todo is here's a really simple
flow that you can use on Zoom.
Now, he wasn't actually able tosee him at the start.
I know you guys couldn't seethat, but he wasn't able to see
(02:04):
him at the start.
He wasn't able to hear him.
There was a lot of movement onthe camera.
But really simple flow that youcan do to start a Zoom call is
like hey, can you see me, canyou hear me?
Yeah, perfect.
So it looks like you booked in abit of time with us today about
possibly getting some help withand then just say whatever the
(02:26):
goal is, they going to say yes,and then we want to start
getting them to speak positivelyabout what we do.
So what we could have done onthis call was he said I've
watched the videos, right, wewant to get him to talk positive
, positively about the videospretty much immediately, because
that kind of shines the lighton him, right.
So what we could do is we couldsay okay, cool, I guess, like
(02:47):
what kind of stood out to you orresonated with you from the
videos you just watched, becauseif he's speaking positively
about us and about what we do,then it's not really a case of
us trying to sell him something.
He's come to us and he'simmediately saying positive
things, right, so it kind ofswitches the frame around.
(03:09):
The next thing that's going tohappen then is we're going to
set a frame for the call, whichis what we've kind of dived into
now.
Speaker 2 (03:17):
Obviously.
I've kind of done this athousand times, so, while it's
your first call with us, this isa pretty well-trodden path on
my side, and I'm basically oneof the lifestyle coaches here
and this is basically how wejust figure out if this is
genuinely a good fit for you and, of course, us.
Now, because what we do isbased on your blood work.
We could technically work withjust about anyone, but we don't,
(03:39):
Because whether this is rightfor you depends on your
circumstances basicallyphysically, mentally,
emotionally, of course, thefinances as well, your life,
your stress levels, yourpriorities, all of that kind of
matters.
That's what we're here to kindof explore, but the thing is
that has to work both ways.
I'm figuring out whether this issomething I genuinely think is
worth your time, energy andmoney, but also ours right,
(04:01):
Because, if I'm honest, wearen't in the business of
bringing people in who aren't agood fit.
It would just lead tofrustrations on both sides and
no one really needs that right?
So the more open and honest youcan be, the better.
Yep, and just a heads up.
I might interrupt you sometimesjust to make sure we're heading
the right way.
Speaker 1 (04:16):
Yes, so I know that I'm not going to say any names,
but the person who I'm reviewingthe call of the salesperson.
I know that they're on an offerwhere they essentially have to
set the frame like this.
There's a couple of things thatthey have to do that we
wouldn't normally do.
But if you're watching this, Iwould say you want to avoid
(04:37):
really talking about finances ormaking it seem like there has
to be a decision to be made, orjust making it seem all too
serious.
We want it to feel like there'sno pressure.
There isn't really talk aboutfinances, it's just, you know,
to see where you're at, whereyou're trying to go, what you've
(04:57):
tried, the results you'vegotten.
And then we want to use a lot ofneutral language, so we want to
say things like and then,towards the end of the call, if
it feels like it might be kindof what you're looking for, we
could discuss some possible nextsteps.
Would that help?
(05:18):
If we make it all feel veryserious and we start talking
about finances and we start,like you know, pushing them away
really hard at the very startof the call, that can actually
build sales resistance andpeople can close off.
It does the opposite.
It's like it does the oppositeof what people often think.
(05:38):
They think that it's going toput the person in a place where
they're like justifying why theywant to work with us, but often
all that happens is theperson's guard starts to go up,
they start to close off, theyfeel like, oh, I'm being sold
something here, and so, yeah, wewant to use a bit more neutral
language.
Speaker 2 (05:55):
In an ideal situation , in my experience, the right
direction and stay in focus I'mnot trying to be a novel or
anything and then, if I think itis a good fit and something
you'd benefit from, I'll tellyou about what we can do for you
, but if not, I'll point you inthe right direction of something
I think that that could help.
Is that fair enough?
Okay, yeah, cool.
(06:15):
So I'm Phil.
What, what are you looking toget help with specifically?
Speaker 3 (06:20):
well, like I was saying to I I forget, was it Ben
?
I think it was Ben.
I was talking to him.
How do you fake shoes andgestures?
Yeah, what's that for?
There we go, don't know whatcame up there.
Yeah, basically I've alwaysbeen into health and fitness,
but things just got harder as Igot older.
Yeah, I used to go to the gym alot in my teens and my 20s.
(06:42):
That ended when I was sort of30-ish.
Harder in what way?
Speaker 2 (06:45):
Phil, what do you mean?
Speaker 3 (06:46):
Sorry, I just seem to be putting the same amount, if
not more effort, in but gettingless from it.
Speaker 2 (06:53):
Okay, and you're measuring that in terms of like
physical changes where you'refeeling.
Speaker 1 (06:59):
So what the salesperson is doing really well
here is we had a bit of anopen-ended question.
I wouldn't I wouldn't generallydo something like that as my
first question, but what he didwell is he is looking for
something that we can actuallymeasure.
Oftentimes, when people open,they ask like kind of like, what
(07:22):
are you hoping to achieve?
They get very wishy-washy,vague answers and they never
actually nail down somethingthat we can measure and
something that we can actuallyuse to gauge success, which is
going to be important throughoutthe call.
And so he did that reallyreally well.
Speaker 3 (07:38):
Yeah, yeah, physical changes, I suppose really, yeah,
sort of weight loss and what Isee in the mirror, okay, great.
What was the current weight?
Phil?
Speaker 2 (07:47):
Current weight is 100 kilos, okay, and and what's
your age?
52, 52, what?
What weight would you be hopingto do to be?
I know what?
The weight isn't the importantfactor, but it's how you look
and how you feel in some waysyeah, yeah, I mean I've sort of
set my I start.
Speaker 3 (08:06):
I got back into the gym.
Um, so what about a year ago?
Um, thinking you know, I justwant to uh, try and keep the uh
or stop the years from creepingup on me.
Yeah, um, I was 106, then I gotdown to.
I was tracking my weight and Idid get down to 94.
(08:27):
That was a year ago.
Because I go on quite frequentholidays, that does push your
weight back up and then I justget back in the gym, back on the
treadmill and sort of do itagain.
But yeah, I'm just trying toget it, get it further down, to
(08:48):
be leaner, healthier, um, andstay there, basically okay.
So that would be what 90 kilos,85, something like that, or yeah
, yeah, yeah, I mean I was sortof thinking, you know, initially
, I mean, when I was 106, Ithought you, I can get down to
95, which I did achieve.
For the last year or so, I havebeen trying to get down to the
(09:10):
90 with this sort of similaramount of effort, which would
normally do it quite easily.
You know, when I was going backto, in sort of in my 20s, I'm
putting more effort in andgetting less results, putting
more effort in and getting lessresults.
And I saw the website and Ithought maybe there's something
(09:30):
there that's sort of holding meback.
Speaker 2 (09:31):
Yeah, okay, really common for guys of your age.
Speaker 1 (09:35):
Okay, so so there's a bit of a wishy-washy answer.
What we need to do right now iswe need to get more clarity
about exactly what he tried toachieve right.
He said, like I've been to 95,I got there before I gained the
way back.
He's also told us some problemswhich is around like holidays,
(09:56):
sustainability.
We'll get to that in theproblem phase, but we definitely
need to like take note of thatif we're taking notes, which we
should be At this point justlike re-ask and get a more
clarity around it.
So like okay, so just so I'mclear, like ideal world, what
(10:18):
are you thinking?
Like 90, 85, like if you wereto picture like absolute dream
goal, what is it you're tryingto achieve right, and we want to
get like exact clarity aboutwhat it is.
We kind of we are.
We did a really good job oflike making it measurable,
getting something and thendigging into it.
He gave a bit of a wishy-washyanswer.
(10:40):
We need to re-ask and get thatanswer right do you?
Speaker 2 (10:45):
from your perspective , you're not really sure why the
results aren't coming like youjust think.
Speaker 3 (10:51):
Like you're putting in the same amount of effort,
it's just not not quitehappening for you, you think
yeah, yeah, I mean, the resultsdo come, but they're taking
longer, um, and I'm having towork harder and I'm just
wondering is there somethingthere that I can do to reverse
that, so I can either get betterresults for the effort that I'm
putting in?
Speaker 2 (11:09):
or do less effort to achieve the results I am
achieving, yeah, okay, great,and so we'd like to be at 90 kgs
and we'd like to kind of staythere and you're so when someone
, this guy there's a chance ofgetting a diy objection with
this guy, right, because he'shad success before.
Speaker 1 (11:26):
The way he's talking is sort of making me feel like
he could potentially give a diyobjection.
Whenever someone says like ohit, but like it's not really
working, we just want to tiethem back to reality, so he says
, oh well, you know it's working, I'm just not getting the
results quick enough.
It's like okay, so yeah, you'vehad some success, but then
(11:49):
ultimately, like with life andholidays and stuff, you've
gained back six of the kilos.
Yes, okay, gotcha.
Like just tie them back to thefact that, like, you're moving
in the wrong direction, right,it's like reality, check, hold
up the mirror, don't let themlive in like la la land of like
oh yeah, it's working, I knowexactly what I'm doing.
(12:10):
It's like you're nearly back atwhere you started, right?
So we need to kind of just liketie it back.
And you'll see people saythings like this all the time.
They throw out kind of positivestatements like, oh yeah, keto
was really good, and it's likeokay, so you've had some success
with keto, but ultimatelyyou've gained roughly 10 kilos
(12:31):
in the last year.
Yes, okay, makes sense.
So we just need to tie them tothe reality of the situation.
Speaker 2 (12:40):
Pattern is you know, when were you last at 90 kilos
actually?
Oh, in my 20s.
Okay, Okay, Quite a while.
Your pattern is you lose some,you're on holiday and then you
gain it all back from thatholiday?
Speaker 3 (12:57):
uh well, no, I mean I've tightened up my holidays,
but you know holidays areholidays at the end of the day.
So yeah, I mean I do, I put onweight easy.
Obviously most of the weightthat I put on on holiday will be
water retention and most of itcomes straight back off.
Um, but I do hold a lot ofwater when the AH sort of goes
in the wrong direction.
(13:18):
But yeah, that sort of sooncomes off.
But I'm just wanting to be mebut be under 90 kilos all the
time.
Yeah, if that's possible, orachievable?
Speaker 2 (13:33):
Yeah, yeah, cool, and absolutely is.
By the way, you know, that'snot a ridiculous body fat
percentage for someone.
How tall are you?
5'11 and a half, 5'11.
So yeah, 90 kilos would be very, very achievable, okay, cool.
So what you're kind of lookingfor is a bit of an investigation
(13:54):
as to why, you know, theprogress hasn't come as easy
anymore, yeah, and why you'venot, I guess, quite been able to
get to 90 and obviously staythere as well.
Speaker 3 (14:04):
Mm-hmm.
Speaker 2 (14:06):
And help me understand why you might want to
get a bit of help with that asopposed to just trying to, I
guess, guess, figure this allout by yourself uh, yeah, I mean
, I think it purely because I'dnever sort of thought of this
yeah, this route, this, you knowthe bloods um so we sort of
skipped the problem phase there,which I would generally never
(14:28):
recommend doing.
Speaker 1 (14:29):
So the problem phase is where we're going to
investigate, like what have youtried before, like how did he
get the results that he got?
And like get into kind ofunderstanding the losing the
weight, the way that thesalesperson here or the way that
you're, because I'm reviewingyour call, but the way the
(14:51):
salesperson here, is is isasking questions is quite
presumptive at times, as opposedto just asking open-ended
questions.
So like, if we're to rewind abit, there was a section where
we would generally ask, like whydo you feel you've struggled
with your weight during thattime?
(15:11):
And the way the salesperson isspeaking here they're saying
okay, so, but so you don'treally know why you've struggled
like they're telling them theanswer instead of just sitting
back and just asking thequestion.
We've gone here, okay, soyou're kind of looking for this
or this is kind of your problemor this is kind of the pattern,
(15:33):
right, but we need to flip that,stop being so presumptive and
start asking questions andinvestigating a bit, and then we
can, once we get to kind of uh,the end point, we can say, ah,
okay, so this is kind of theissue, right.
So I guess, like it sounds likeyou've had some success.
Then, like what, what did younormally do or what have you
(15:54):
tried in the past to actuallylose the weight?
Okay, and you got all the waydown to 96 and then generally
you would gain the weight backwhen you, when you go on
holidays Is that right, okay?
And like what specifically kindof happens on holidays that you
feel you gain the weight back,okay, and like you just want to
(16:19):
start kind of digging into thatthere.
What's the problem?
What does he not know how to do?
How often is he going onholidays, do you know?
And when was the last time youwent on holidays?
Because he's 100 kilos now andultimately, with this guy, like
we're potentially going to get adiy objection.
So, and even his answer thereto the diy question is kind of
(16:43):
indicating that he's like ohwell, I just kind of found
something like this or I didn'teven know this sort of existed,
but he's not ruling himself outright.
So we needed to dig into thatproblem phase, we needed to find
problems, we needed toinvestigate, like what it is.
He doesn't know how to do.
Why does he feel he's neverbeen able to get under 90 kilos?
Like, if he's so, if he's soconfident and good at what he's
(17:06):
doing, like why has he neverbeen able to get under 90 kilos?
Because people go on holidaysand still lose weight, right,
and so we just need to startasking these questions.
We definitely shouldn't beskipping that section there, and
then, when we ask our diyquestion, we just have to make
it a little bit more neutral.
So it's like maybe help me tounderstand why you might look at
(17:28):
getting outside help with thisinstead of just trying to figure
it out by yourself.
He gives us a bit of a vagueanswer and then we'll see what
happens next and this issomething holding me back.
Speaker 3 (17:42):
Um, I feel that, you know, I mean I could tighten the
diet up, I could do more cardio, I could go to the gym more, um
, but if I can achieve myresults with less effort, or
achieve better results, sameeffort.
That's why I'm wondering ifthis, uh, the blood optimization
, can assist me with.
Speaker 2 (18:03):
Yeah, yeah, okay, cool makes a lot of sense and um
, besides, you know, generalhealth and general fitness what,
what?
Are your reasons, I guess youknow, behind wanting to take it
down to that weight and maintainthat sort of shape I suppose
longevity um keep so then wenever had like a challenge phase
(18:24):
.
Speaker 1 (18:25):
The problem that we're getting here this guy is
100 to diy objection, like Idon't know what objection he
actually gives at the end, butwhenever people are like very
focused on effort, effort,effort, effort, effort, well,
effort is cheaper than whateverprogram you're trying to sell
for like 5k or 8k or whatever.
(18:47):
It is right.
So if effort is the onlyproblem that we have, then we
are going to really struggle tomake the sales so like unless
they have a lot of resources andthey're just the type of person
that, like you know, time andeffort is something that they'll
(19:10):
just buy their way around.
But we're setting ourselves upfor the possibility of getting a
DIY objection.
So we always nearly want to tryto find external problems that
can be solved.
So, like this idea of likefiguring out, okay, when I go on
holidays, how do I keep theweight off, of course, like,
(19:32):
like you know, getting yourblood work done and looking at
your hormones and identifying,like what's making this so
difficult so that you can get,you know, quicker results, more
efficient results, like that'sgoing to be key.
But I guess, like if we were tolook at some of the other
things like why do you feelyou've never been able to get
under 90 kilos?
Like what, what is it that youkind of struggle with that's
(19:54):
kept you stuck or that's youknow caused you to gain some of
this weight back?
Or when I go on holidays, okay,like what exactly happens when
you go on holidays?
Oh well, a whole day is a wholeday.
You eat lots, you gain theweight back, got you okay.
So I guess, like figuring outhow to go on holidays, how to
still enjoy your holidays, hownot to to feel restricted but
(20:19):
still be able to maintain yourweight loss, that that's really
what you're looking for.
Yeah, okay, no, that makes alot of sense.
And like, how often do you goon holidays?
Because, like, as well, maybe,if he's saying holidays and it's
like two times a year, thatdoesn't make sense for gaining
six kilos and holding on to allthat weight, right?
So I think we just we missedthe boat on investigating in
(20:41):
that problem phase.
We were too assumptive, we weresort of like presuming we were
giving them an easy out with alot of our questions, like okay,
so this is kind of what you'relooking for.
But we never ask the open-endedquestions to get them to
explain it, to investigate whatthey thought.
So we need to really back offthat.
And then your challenge phase.
(21:03):
With someone like this, whereyou're dealing with this
potential DIY objection soimportant.
You're gonna ask questions,like you know, have you ever
worked with a coach before orhave you just been trying to
figure this out by yourself?
Oh, I've always tried to figureit out by myself.
Like what's held you back fromgetting a coach before they're
going to tell you an objection?
(21:23):
Okay, but I guess, like, why?
Now you know, why not just youknow?
Push this down the road, keeptrying to figure it out yourself
, like a lot of men do, who, whonever achieve their goals, but
now they're going to overcomethe objection.
Then we can move into our whyand our emotional.
Okay.
So I would say we've prettymuch hit a point where we're I'm
(21:45):
very, very, very confident thatwe're going to get a diy
objection, or whatever objectionwe get is because it's a it's
the DIY is behind it.
It's like value DIY.
We're going to listen to therest of the emotional phase and
see what we could have donebetter.
But at this point I think we'rewe've potentially like lost it,
(22:10):
because I just feel like, yeah,we're gonna get a DOI objection
, so let's go.
Speaker 3 (22:18):
Been up with my five year old son.
Yeah, I suppose I had a sonlater in life so got a bit more
to keep up with.
The other dads at the schoolare 15, 20 years younger than me
, so there's that sort of aspectof it as well.
But I suppose mainly it's just.
(22:39):
You know, I realise that I'mgetting older and I just want to
try and slow that process down.
Speaker 2 (22:45):
Yeah, yeah, okay, makes sense.
So this is more likefuture-proofing as opposed to
like you know the minute, but Iguess at the moment is is the
current way, you know, thecurrent fitness.
Is that having you know anyeffect on on you carrying this
extra weight?
You know what?
(23:07):
I'm sorry, carrying the extraweight?
Speaker 1 (23:09):
yeah, so he did, the salesperson did the right thing
here.
It's the execution that letthem down.
So when we ask like a currentproblem, and the person sort of
goes to the future and they say,oh, I'm worried about these
things, that's like futureproblems, that's kind of like
your consequence, right.
So what we want to do is wewant to bring them back to the
(23:31):
current situation.
We want to ask questions thatget them to explain current pain
.
The idea was right, theexecution is what let us down.
So we want to say like okay, soyeah, you're just kind of
worried about what couldpotentially happen if you don't
get on top of this, if you don'tget your health in order.
(23:51):
Yeah, okay, I guess just tobring it back to the current
situation is carrying this extraweight?
Is that having an impact on you?
Speaker 3 (24:02):
Yes.
Speaker 1 (24:03):
In what way Bang and then we're in there, we're
getting our current pain.
We're getting them to explainwe did the right thing here.
It's just the execution of itfumbled it a bit.
We said like too many words, wefluffed up the question and
then he was a bit confused isthat having any effect on on you
in?
Speaker 3 (24:22):
any way.
Well, like I said I am, I amlighter now than what I have
been for for maybe the last10-15 years of my life.
I've took a stone off, yeah,but I just want to make a real
difference and, just you know,make that stone into to an off
stone.
Speaker 2 (24:39):
By the time I could potentially get the 90 yeah,
okay, so things are better thanthey were right.
Yeah, the reason this isimportant is I guess we have two
categories of people who comeinto the process.
Really, there's guys who are,you know, in their mind they're
absolutely fine, but they couldbe better, right, and they don't
accept for just okay.
(25:00):
And there's other guys who theyare bothered by something.
They are like there's there'ssome effect that the weight is
happening on them that theydon't like at the minute.
Is there anything in that foryou?
Speaker 3 (25:14):
well, that that's.
That's why I'm um talking toyou.
See, if there is anything withmy bloods that is yeah.
Speaker 1 (25:21):
So this guy is being very slippery, he doesn't want
to open up, he doesn't want totalk about pain, and so when he
starts saying, well, like, doyou know, I've, I've lost this
weight, things are better nowand we want to still try to kind
(25:42):
of look for, like, what is itlike?
Why not just settle where,where he's at, like, what's kind
of what's going on now thatwants him to keep losing the
weight?
Right?
So we want to just likeinvestigate that sort of like,
why not just stay where?
You are right.
We can also ask, like, what?
(26:04):
Like?
What was it like when he was,you know, heavier?
Like how was his weightimpacting him then?
Okay, so you've, you've madesome improvements, but you want
to just like completely solve X,y, z problem?
(26:24):
Yeah, if he's like, myconfidence was, you know, when I
was heavier, my confidence wasbad, my mobility was bad, my, my
fitness was bad, but you knowit is getting better.
It's like, okay, so, yeah,you've made some progress, but
ultimately you haven't fullyachieved your goal.
Like, you haven't gotten to thepoint where you're as confident
as you want to be, as fit asyou want to be, as mobile as you
want to be no, okay, no, thatthat makes sense.
(26:47):
I guess, like how often, causeit seems like you're pretty
motivated to to really get ontop of this.
I guess, like how often,because it seems like you're
pretty motivated to really geton top of this.
I guess, like, how often isthis on your mind?
Like how often are you thinkingabout your weight and about
making these changes Every day?
Okay, like what exactly goesthrough your mind when you do
think about it?
Do, do, do, do, do, do, do, do,do.
(27:08):
Right, he's being difficulthere because he's pure ego.
That's why you're gonna thisagain.
Is that kind of diy, like lack,just like not fully attached to
the reality of the situation,just shining?
Speaker 2 (27:21):
through.
I mean from the perspective oflike more more up here, like
from why, why?
Why look to really change ifthings are, you know, okay is
more the question.
Speaker 3 (27:35):
Yeah, well, I suppose that is it, because okay is not
good enough.
Yeah, yeah, okay, okay I mean,there's no, I haven't got any
diagnosed medical issues or such.
But I'm just wondering again ifthis blood optimization, if
there is yeah, you know issuesthere that are okay, yeah, but
(27:55):
they can be better yeah, ofcourse, yeah, yeah.
Speaker 2 (27:59):
And you said also um the yeah, you know you obviously
got a young son keeping up withhim.
Um, is energy at the moment todo that a problem, or again,
this is more like futureproofing?
Speaker 3 (28:12):
well, no, my energy levels, uh, I would say yeah, so
we don't need to ask that.
Speaker 1 (28:16):
That's like what I would constitute as like a, a
digging question, right, wherewe're like, oh fuck, do we have
enough?
We're going to start diggingaround looking for things and
that it rarely works.
Like it rarely works.
He's going to disagree becausehe's all ego, right, but we, we
(28:38):
want to keep moving forward herebecause, believe it or not,
like this is a mistake thatpeople have to make.
We have some emotional thingshere.
Right, we can future state whichis going to be like him, under
90 kilos, you know, he'sshredded, he's in the best shape
of his life, he's chasing hiskids, his kid, around.
(28:58):
He's like, when he turns up tothe school, all the other
fathers are like, well, whathave, what have you been doing?
Like you look amazing, what'sgoing on?
Um, etc.
Etc.
Right, I'm parapasing.
And then the consequence isgoing to be like you know, this
keeps going as you get older,like it's already getting harder
as you get older.
You've experienced that, do youknow?
(29:19):
And it just keeps getting moreand more difficult.
You never get on top of theissues you have and the weight
starts to creep up, the energylevels get lower, you're not
able to chase your, your kids,you don't have the longevity
that you want to have.
You know, like, if it was toget to that point, like what,
(29:41):
what would that be like?
And again I'm paraphrasing.
But we can take even the littlethings that we have and we can
future state off it andconsequence off it.
So we don't need to panic atthis point just because we're
like, oh, he's not being superemotional, right?
Speaker 3 (30:01):
good, yeah, you know, I mean I've got a manual.
I'll go to work all day andthen I'll go to the gym straight
from there and when I come outthe gym I'm looking forward to
sort of the next session,because I suppose I am, I am
sort of quite motivated.
I'm motivated by going on thenext holiday and trying to get a
bit um in shape for that, yeah,um, uh.
(30:23):
Yeah, I mean I'm just, Isuppose you know I've got, I
suppose I go on holiday maybeevery 10 weeks, yeah, um.
So the holidays themselvesdon't help the health, I suppose
, and the weight loss and theleanness, but I suppose, at the
same time, they're one of thethings, one of the bigger things
(30:45):
in my life that you know youwork for.
Yeah, absolutely.
Speaker 2 (30:49):
You know, in your position I wouldn't stop doing
that.
Um, how do you feel about thecurrent shape, the current like,
I guess?
Look at the physique.
If that's something that, um,you know you're okay with, or
yes.
Speaker 1 (31:02):
So now we're just like digging, we're scrambling,
we're trying to find something.
We don't need to panic, thoughwe we have pain, like we have
things that he's worried about.
That's fine, we can just movestraight into like asking about
thoughts.
How long has they been thinkingabout this?
Now, what keeps coming up hereis this about the holidays.
(31:23):
That was problem phase, thatwas challenged, like we needed
to address all that now and thenwhen we pitch, we have to smash
this idea of like being able tostay lean all year around,
making sure you're optimized,making sure you know how to, how
to manage that and still enjoya holiday, because that's where
all the value is with this guy.
What's the current feelingabout that?
(31:43):
Yeah, I'm okay with it.
Yeah, it doesn't matter what weask this guy.
He's going to say it's fine,right, that's like.
That's why this kind of likescrambling around fishing for
things just isn't helpful.
Speaker 3 (31:57):
You know, I am sort of fresh off holiday last week
so I am sort of a bit heavier.
Um, I'm okay with it, but, likeI said, it comes down to that.
Okay again it's.
Uh, you know, you just want towhatever you've got, you want to
improve it yeah, yeah, okay,makes sense.
Speaker 2 (32:13):
And, um, you've been this way probably for a number
of years.
I don't mean like the currentweight right now, but like
you've been going up and downfrom like 105 to like 95, for
has it been like a number ofyears or I suppose it.
Speaker 3 (32:27):
But until the last year it was more more 105, 110
to 100.
Now I've sort of stepped it upa bit and I'm now sort of more
100 to 95.
Yeah.
Speaker 1 (32:44):
Except you're 106 right now, correct, yeah, okay.
Speaker 3 (32:49):
And now I just want to step that up some more, but
it's getting harder.
Obviously it's getting harderas hang on.
I've just got another callcoming.
Speaker 1 (32:59):
Let me cancel that he's messing around with his
phone.
He's got a phone call comingthrough he's now muted.
(33:20):
So what's happening here is thesalesperson is didn't do the
problem phase and didn't do thechallenge phase and is in the
middle of the emotional phaseand is panicking because they
can't find what they want.
They need to just keep movingforward.
Right, there's a saying that Iactually read today, um, in the
(33:41):
daily stoic, today is june 11th,is it?
Or june 10th, june 10th, nevermind.
And um, it said if you findyourself in a hole, stop digging
.
And it made me think of whatoften happens in the emotional
phase on calls, that people endup like in a situation where
(34:04):
they're not happy with any ofthe answers they're getting.
So they keep digging, they keepdigging, they keep digging, and
oftentimes they can make thecall a little bit weird as
opposed to moving forward.
Now, we haven't reallynecessarily done that here.
We've done maybe a little bitof digging and not getting the
answer we want.
But now we're panicking andwe're starting to do things that
we should have covered before,because we don't really know
(34:28):
where to go with this at themoment.
But really all we need to do isgo into kind of a thought space
question and then we need tofuture state, do a beautiful
future state off the problems wehave.
We have problems to futurestate off.
And then consequence super hard, which is easier with older
(34:49):
people.
Okay, we're still messingaround with the phone there we
go.
Speaker 2 (34:58):
Are you back on?
Speaker 3 (34:59):
Yeah, we're here You've gone small.
I've got another call coming in, but I can still see you.
Speaker 2 (35:07):
Okay, good, that's all good for me.
Yeah, so what were you saying?
Speaker 3 (35:12):
sorry, lots of train thought they're still trying to
ring in.
The volume's gone low.
We should ring off in a secondI'm going to skip a little bit
forward and see can we um?
Speaker 2 (35:31):
I'm going to skip a little bit forward and see can
we?
Yes, we're good, right, okay.
So I guess the question was youknow you've been a similar sort
of way for a number of yearsand I know you said it's getting
harder and you don't just wantto be okay.
But have you definitely, youknow, made the decision,
(35:54):
irrespective of working withsomeone like us, that you want
to really like achieve what youcan, like, the best you possibly
can, as opposed to just beingokay and I know that's a very
obvious question.
But you are okay, there'snothing wrong with the way you
are and it would be fair enoughfor you to just say just want to
settle here and maintain.
So you definitely have themindset where it's like, if I
(36:19):
can be better, like I'mabsolutely going to do that oh,
yeah, yeah, like I said, I mean,that's what I've been.
Speaker 3 (36:24):
I've been trying to achieve it over the last sort of
12 or 14 months.
Yeah, um, and each step.
Well, as I've been, as I'vebeen looking at it is, each time
I go on a holiday before thenext holiday, I want to achieve
um better than the previous time.
Yeah, yeah, um.
Obviously, like I said, theholidays don't help it when I'm,
(36:45):
when I'm on holiday, but thenit's just.
You know, it's um, just stagesin the year that I've been using
to try and improve myself.
But it's just stages in theyear that I've been using to try
and improve myself, but it'sjust now.
But obviously now I'm in bettershape than what I was a year
ago.
That transformation from thatto where we are now I've been
able to do.
(37:05):
But the next transformation isharder because I suppose I'm
getting, I'm I'm getting closerto a lower body fat and it's
just harder yeah, absolutelyokay.
Speaker 2 (37:20):
So what you kind of are looking for is a way to make
that easier, essentially, yeah,um, well, obviously there's the
investigation around the blood,so it's the main thing that's
brought you here.
Um, but to make that consistent90 kilo weight a goal, was
there anything else that youthink would be beneficial?
Speaker 1 (37:39):
you know, for example , a lot of guys say okay, yeah,
we're gonna stop at this pointbecause we have 100.
I think the salesperson herehas realized that they just
completely skimmed through twoof the key sections of the cpce
(38:00):
fitness sales system, which isthe problem process problem and
the challenge.
And now they're trying to likerehash all that because they're
not getting any of the answersthey want and so, yeah, this
structurally, this call isbecoming a little bit of a mess,
so we're going to park thatthere.
(38:21):
The key takeaways from this isone we need to start like tying
these people to reality.
Need to start like tying thesepeople to reality as as much as
possible.
So like when they're talkingabout how amazing they are, it's
like okay, so yeah, gettingsome decent results, but
(38:41):
ultimately it sounds like youhave gained most of that weight
back.
Is that right?
Yes, okay, we need to gothrough the problem, right.
We need to stop making thosepresumptive questions and we
need to ask open-ended questionsthat let the person answer.
We need to discuss the problem,why they feel they've never
(39:01):
been able to get under 90 kilosbefore and they're obviously
having, they've had some success, but then they're gaining all
the way back, like what's kindof going on?
Okay, when they're on holiday,like, what exactly is the
problem?
Why do they feel the gain allthe way back Every time they go
on holiday, etc.
Etc.
Right, we need to get intothose problems.
We need to go for a DIY andthen, if we still feel a little
(39:25):
bit lost, we need to do like anideal criteria and but we need
to make sure that we followthose steps.
Then, with the challenge, wereally need to be making sure
that we get that in there.
So, with this guy where I feellike it's going to be a DIY DIY
objection, so we need to bereally going after it through
(39:48):
the angle of, like, have youever worked with a coach before?
What's held you back from doingthat?
Okay, but why now?
And then the next step fromthere is going to be the
emotional phase.
We don't want to.
I want to ask some questions.
I gave some examples aboutthings we could do there.
Then we want to move into, like,a thought space question which
(40:08):
is like, and with someone that'sreally motivated, you just say
look, it seems like you're,you're super motivated.
You've thought a lot about this.
Like, how often is your weighton your mind?
Okay?
And like, when you do thinkabout it, what exactly goes
through your head, whatever hesays.
Then we're going to go into ourfuture state and there is some
more questions there that we wewould normally ask, but with
someone like this it probablydoesn't make sense.
(40:30):
We're going to go into ourfuture state and then we're
going to go for our consequenceand we're going to hit really
hard on both of those and thenwe're going to pitch.
And when we pitch, we need toreally sell this idea of like um
lean all year round, know howto make it work regardless of
(40:50):
holidays, so that you know youcan still enjoy yourself without
putting all the weight back on,so that after every single
whole day, you're in a much morereasonable position where you
can stay under 90 kilospermanently.
And we need to optimize so thatwe can make this as easy as
possible because, yes, you'vehad some success, but you know,
(41:12):
over the course of 18 months, itsounds like it's been pretty
slow compared to what isactually possible, etc.
Etc.
Right, and we need to go thatway.
So, yeah, all know, um, lots ofgood stuff, but really we just
kind of fell off the structurehere.
But, yeah, cool.
(41:32):
Hopefully that was helpful.
If you're watching this.
You found it beneficial and youwould personally like to get a
call review, then you can clickthe link below.
If you're watching this onYouTube, there's going to be a
link in the description whereyou can join the fitness sales
inner circle and you can getcall review there.
If you are listening to this asa podcast, there should be a
(41:56):
link somewhere that you canclick also and you can jump in,
get a call review and just likethis cool, see you next time.
Welcome to another episode of the Fitness Sales
Playbook Podcast, and today whatwe're going to do is a call
review from one of our clientsinside of the Fitness Sales
Inner Circle.
So the goal of this call reviewis we're going to go until we
find either three major work-onsor until we feel that the sale
(00:23):
has been lost.
Okay, so this is a video callreview, but for the purposes of
privacy, I'm sharing thispublicly.
I'm only gonna show myself, soyou're not actually gonna see
the video, but you're gonna beable to hear it, and I'm also
just gonna edit out any names oranything.
So if you see some jump cuts,that's what was happening.
Speaker 2 (00:51):
But, yeah, let's dive in and see what happens.
Uh, so I can can't hear youjust yet.
You'll need to uh, unmuteyourself.
Press the microphone button.
There we go.
(01:15):
Yes, yep, we've made it.
How you doing, mate?
Yep, good, good, good.
Yeah, it can be a bit for Nickto see if you've never used them
before, but that's right, yeah,you're here now, so, uh, so
it's all good.
Uh, have a good morning so far.
Speaker 3 (01:22):
Uh yeah, yeah, I've just been watching, been
watching the, just going throughthe videos beforehand and then
thinking five or ten minuteswould be enough to get on board,
but obviously not.
Speaker 2 (01:34):
No worries, mate.
Well, let's just dive into it,mate.
So I want to, I guess, prefacethe call by, I guess, letting
you know what's going on.
Speaker 1 (01:43):
So the frame?
Okay.
So we've had a little bit of asmall talk and then we're going
straight into a frame.
Now, ideally, what we want todo is here's a really simple
flow that you can use on Zoom.
Now, he wasn't actually able tosee him at the start.
I know you guys couldn't seethat, but he wasn't able to see
(02:04):
him at the start.
He wasn't able to hear him.
There was a lot of movement onthe camera.
But really simple flow that youcan do to start a Zoom call is
like hey, can you see me, canyou hear me?
Yeah, perfect.
So it looks like you booked in abit of time with us today about
possibly getting some help withand then just say whatever the
(02:26):
goal is, they going to say yes,and then we want to start
getting them to speak positivelyabout what we do.
So what we could have done onthis call was he said I've
watched the videos, right, wewant to get him to talk positive
, positively about the videospretty much immediately, because
that kind of shines the lighton him, right.
So what we could do is we couldsay okay, cool, I guess, like
(02:47):
what kind of stood out to you orresonated with you from the
videos you just watched, becauseif he's speaking positively
about us and about what we do,then it's not really a case of
us trying to sell him something.
He's come to us and he'simmediately saying positive
things, right, so it kind ofswitches the frame around.
(03:09):
The next thing that's going tohappen then is we're going to
set a frame for the call, whichis what we've kind of dived into
now.
Speaker 2 (03:17):
Obviously.
I've kind of done this athousand times, so, while it's
your first call with us, this isa pretty well-trodden path on
my side, and I'm basically oneof the lifestyle coaches here
and this is basically how wejust figure out if this is
genuinely a good fit for you and, of course, us.
Now, because what we do isbased on your blood work.
We could technically work withjust about anyone, but we don't,
(03:39):
Because whether this is rightfor you depends on your
circumstances basicallyphysically, mentally,
emotionally, of course, thefinances as well, your life,
your stress levels, yourpriorities, all of that kind of
matters.
That's what we're here to kindof explore, but the thing is
that has to work both ways.
I'm figuring out whether this issomething I genuinely think is
worth your time, energy andmoney, but also ours right,
(04:01):
Because, if I'm honest, wearen't in the business of
bringing people in who aren't agood fit.
It would just lead tofrustrations on both sides and
no one really needs that right?
So the more open and honest youcan be, the better.
Yep, and just a heads up.
I might interrupt you sometimesjust to make sure we're heading
the right way.
Speaker 1 (04:16):
Yes, so I know that I'm not going to say any names,
but the person who I'm reviewingthe call of the salesperson.
I know that they're on an offerwhere they essentially have to
set the frame like this.
There's a couple of things thatthey have to do that we
wouldn't normally do.
But if you're watching this, Iwould say you want to avoid
(04:37):
really talking about finances ormaking it seem like there has
to be a decision to be made, orjust making it seem all too
serious.
We want it to feel like there'sno pressure.
There isn't really talk aboutfinances, it's just, you know,
to see where you're at, whereyou're trying to go, what you've
(04:57):
tried, the results you'vegotten.
And then we want to use a lot ofneutral language, so we want to
say things like and then,towards the end of the call, if
it feels like it might be kindof what you're looking for, we
could discuss some possible nextsteps.
Would that help?
(05:18):
If we make it all feel veryserious and we start talking
about finances and we start,like you know, pushing them away
really hard at the very startof the call, that can actually
build sales resistance andpeople can close off.
It does the opposite.
It's like it does the oppositeof what people often think.
(05:38):
They think that it's going toput the person in a place where
they're like justifying why theywant to work with us, but often
all that happens is theperson's guard starts to go up,
they start to close off, theyfeel like, oh, I'm being sold
something here, and so, yeah, wewant to use a bit more neutral
language.
Speaker 2 (05:55):
In an ideal situation , in my experience, the right
direction and stay in focus I'mnot trying to be a novel or
anything and then, if I think itis a good fit and something
you'd benefit from, I'll tellyou about what we can do for you
, but if not, I'll point you inthe right direction of something
I think that that could help.
Is that fair enough?
Okay, yeah, cool.
(06:15):
So I'm Phil.
What, what are you looking toget help with specifically?
Speaker 3 (06:20):
well, like I was saying to I I forget, was it Ben
?
I think it was Ben.
I was talking to him.
How do you fake shoes andgestures?
Yeah, what's that for?
There we go, don't know whatcame up there.
Yeah, basically I've alwaysbeen into health and fitness,
but things just got harder as Igot older.
Yeah, I used to go to the gym alot in my teens and my 20s.
(06:42):
That ended when I was sort of30-ish.
Harder in what way?
Speaker 2 (06:45):
Phil, what do you mean?
Speaker 3 (06:46):
Sorry, I just seem to be putting the same amount, if
not more effort, in but gettingless from it.
Speaker 2 (06:53):
Okay, and you're measuring that in terms of like
physical changes where you'refeeling.
Speaker 1 (06:59):
So what the salesperson is doing really well
here is we had a bit of anopen-ended question.
I wouldn't I wouldn't generallydo something like that as my
first question, but what he didwell is he is looking for
something that we can actuallymeasure.
Oftentimes, when people open,they ask like kind of like, what
(07:22):
are you hoping to achieve?
They get very wishy-washy,vague answers and they never
actually nail down somethingthat we can measure and
something that we can actuallyuse to gauge success, which is
going to be important throughoutthe call.
And so he did that reallyreally well.
Speaker 3 (07:38):
Yeah, yeah, physical changes, I suppose really, yeah,
sort of weight loss and what Isee in the mirror, okay, great.
What was the current weight?
Phil?
Speaker 2 (07:47):
Current weight is 100 kilos, okay, and and what's
your age?
52, 52, what?
What weight would you be hopingto do to be?
I know what?
The weight isn't the importantfactor, but it's how you look
and how you feel in some waysyeah, yeah, I mean I've sort of
set my I start.
Speaker 3 (08:06):
I got back into the gym.
Um, so what about a year ago?
Um, thinking you know, I justwant to uh, try and keep the uh
or stop the years from creepingup on me.
Yeah, um, I was 106, then I gotdown to.
I was tracking my weight and Idid get down to 94.
(08:27):
That was a year ago.
Because I go on quite frequentholidays, that does push your
weight back up and then I justget back in the gym, back on the
treadmill and sort of do itagain.
But yeah, I'm just trying toget it, get it further down, to
(08:48):
be leaner, healthier, um, andstay there, basically okay.
So that would be what 90 kilos,85, something like that, or yeah
, yeah, yeah, I mean I was sortof thinking, you know, initially
, I mean, when I was 106, Ithought you, I can get down to
95, which I did achieve.
For the last year or so, I havebeen trying to get down to the
(09:10):
90 with this sort of similaramount of effort, which would
normally do it quite easily.
You know, when I was going backto, in sort of in my 20s, I'm
putting more effort in andgetting less results, putting
more effort in and getting lessresults.
And I saw the website and Ithought maybe there's something
(09:30):
there that's sort of holding meback.
Speaker 2 (09:31):
Yeah, okay, really common for guys of your age.
Speaker 1 (09:35):
Okay, so so there's a bit of a wishy-washy answer.
What we need to do right now iswe need to get more clarity
about exactly what he tried toachieve right.
He said, like I've been to 95,I got there before I gained the
way back.
He's also told us some problemswhich is around like holidays,
(09:56):
sustainability.
We'll get to that in theproblem phase, but we definitely
need to like take note of thatif we're taking notes, which we
should be At this point justlike re-ask and get a more
clarity around it.
So like okay, so just so I'mclear, like ideal world, what
(10:18):
are you thinking?
Like 90, 85, like if you wereto picture like absolute dream
goal, what is it you're tryingto achieve right, and we want to
get like exact clarity aboutwhat it is.
We kind of we are.
We did a really good job oflike making it measurable,
getting something and thendigging into it.
He gave a bit of a wishy-washyanswer.
(10:40):
We need to re-ask and get thatanswer right do you?
Speaker 2 (10:45):
from your perspective , you're not really sure why the
results aren't coming like youjust think.
Speaker 3 (10:51):
Like you're putting in the same amount of effort,
it's just not not quitehappening for you, you think
yeah, yeah, I mean, the resultsdo come, but they're taking
longer, um, and I'm having towork harder and I'm just
wondering is there somethingthere that I can do to reverse
that, so I can either get betterresults for the effort that I'm
putting in?
Speaker 2 (11:09):
or do less effort to achieve the results I am
achieving, yeah, okay, great,and so we'd like to be at 90 kgs
and we'd like to kind of staythere and you're so when someone
, this guy there's a chance ofgetting a diy objection with
this guy, right, because he'shad success before.
Speaker 1 (11:26):
The way he's talking is sort of making me feel like
he could potentially give a diyobjection.
Whenever someone says like ohit, but like it's not really
working, we just want to tiethem back to reality, so he says
, oh well, you know it's working, I'm just not getting the
results quick enough.
It's like okay, so yeah, you'vehad some success, but then
(11:49):
ultimately, like with life andholidays and stuff, you've
gained back six of the kilos.
Yes, okay, gotcha.
Like just tie them back to thefact that, like, you're moving
in the wrong direction, right,it's like reality, check, hold
up the mirror, don't let themlive in like la la land of like
oh yeah, it's working, I knowexactly what I'm doing.
(12:10):
It's like you're nearly back atwhere you started, right?
So we need to kind of just liketie it back.
And you'll see people saythings like this all the time.
They throw out kind of positivestatements like, oh yeah, keto
was really good, and it's likeokay, so you've had some success
with keto, but ultimatelyyou've gained roughly 10 kilos
(12:31):
in the last year.
Yes, okay, makes sense.
So we just need to tie them tothe reality of the situation.
Speaker 2 (12:40):
Pattern is you know, when were you last at 90 kilos
actually?
Oh, in my 20s.
Okay, Okay, Quite a while.
Your pattern is you lose some,you're on holiday and then you
gain it all back from thatholiday?
Speaker 3 (12:57):
uh well, no, I mean I've tightened up my holidays,
but you know holidays areholidays at the end of the day.
So yeah, I mean I do, I put onweight easy.
Obviously most of the weightthat I put on on holiday will be
water retention and most of itcomes straight back off.
Um, but I do hold a lot ofwater when the AH sort of goes
in the wrong direction.
(13:18):
But yeah, that sort of sooncomes off.
But I'm just wanting to be mebut be under 90 kilos all the
time.
Yeah, if that's possible, orachievable?
Speaker 2 (13:33):
Yeah, yeah, cool, and absolutely is.
By the way, you know, that'snot a ridiculous body fat
percentage for someone.
How tall are you?
5'11 and a half, 5'11.
So yeah, 90 kilos would be very, very achievable, okay, cool.
So what you're kind of lookingfor is a bit of an investigation
(13:54):
as to why, you know, theprogress hasn't come as easy
anymore, yeah, and why you'venot, I guess, quite been able to
get to 90 and obviously staythere as well.
Speaker 3 (14:04):
Mm-hmm.
Speaker 2 (14:06):
And help me understand why you might want to
get a bit of help with that asopposed to just trying to, I
guess, guess, figure this allout by yourself uh, yeah, I mean
, I think it purely because I'dnever sort of thought of this
yeah, this route, this, you knowthe bloods um so we sort of
skipped the problem phase there,which I would generally never
(14:28):
recommend doing.
Speaker 1 (14:29):
So the problem phase is where we're going to
investigate, like what have youtried before, like how did he
get the results that he got?
And like get into kind ofunderstanding the losing the
weight, the way that thesalesperson here or the way that
you're, because I'm reviewingyour call, but the way the
(14:51):
salesperson here, is is isasking questions is quite
presumptive at times, as opposedto just asking open-ended
questions.
So like, if we're to rewind abit, there was a section where
we would generally ask, like whydo you feel you've struggled
with your weight during thattime?
(15:11):
And the way the salesperson isspeaking here they're saying
okay, so, but so you don'treally know why you've struggled
like they're telling them theanswer instead of just sitting
back and just asking thequestion.
We've gone here, okay, soyou're kind of looking for this
or this is kind of your problemor this is kind of the pattern,
(15:33):
right, but we need to flip that,stop being so presumptive and
start asking questions andinvestigating a bit, and then we
can, once we get to kind of uh,the end point, we can say, ah,
okay, so this is kind of theissue, right.
So I guess, like it sounds likeyou've had some success.
Then, like what, what did younormally do or what have you
(15:54):
tried in the past to actuallylose the weight?
Okay, and you got all the waydown to 96 and then generally
you would gain the weight backwhen you, when you go on
holidays Is that right, okay?
And like what specifically kindof happens on holidays that you
feel you gain the weight back,okay, and like you just want to
(16:19):
start kind of digging into thatthere.
What's the problem?
What does he not know how to do?
How often is he going onholidays, do you know?
And when was the last time youwent on holidays?
Because he's 100 kilos now andultimately, with this guy, like
we're potentially going to get adiy objection.
So, and even his answer thereto the diy question is kind of
(16:43):
indicating that he's like ohwell, I just kind of found
something like this or I didn'teven know this sort of existed,
but he's not ruling himself outright.
So we needed to dig into thatproblem phase, we needed to find
problems, we needed toinvestigate, like what it is.
He doesn't know how to do.
Why does he feel he's neverbeen able to get under 90 kilos?
Like, if he's so, if he's soconfident and good at what he's
(17:06):
doing, like why has he neverbeen able to get under 90 kilos?
Because people go on holidaysand still lose weight, right,
and so we just need to startasking these questions.
We definitely shouldn't beskipping that section there, and
then, when we ask our diyquestion, we just have to make
it a little bit more neutral.
So it's like maybe help me tounderstand why you might look at
(17:28):
getting outside help with thisinstead of just trying to figure
it out by yourself.
He gives us a bit of a vagueanswer and then we'll see what
happens next and this issomething holding me back.
Speaker 3 (17:42):
Um, I feel that, you know, I mean I could tighten the
diet up, I could do more cardio, I could go to the gym more, um
, but if I can achieve myresults with less effort, or
achieve better results, sameeffort.
That's why I'm wondering ifthis, uh, the blood optimization
, can assist me with.
Speaker 2 (18:03):
Yeah, yeah, okay, cool makes a lot of sense and um
, besides, you know, generalhealth and general fitness what,
what?
Are your reasons, I guess youknow, behind wanting to take it
down to that weight and maintainthat sort of shape I suppose
longevity um keep so then wenever had like a challenge phase
(18:24):
.
Speaker 1 (18:25):
The problem that we're getting here this guy is
100 to diy objection, like Idon't know what objection he
actually gives at the end, butwhenever people are like very
focused on effort, effort,effort, effort, effort, well,
effort is cheaper than whateverprogram you're trying to sell
for like 5k or 8k or whatever.
(18:47):
It is right.
So if effort is the onlyproblem that we have, then we
are going to really struggle tomake the sales so like unless
they have a lot of resources andthey're just the type of person
that, like you know, time andeffort is something that they'll
(19:10):
just buy their way around.
But we're setting ourselves upfor the possibility of getting a
DIY objection.
So we always nearly want to tryto find external problems that
can be solved.
So, like this idea of likefiguring out, okay, when I go on
holidays, how do I keep theweight off, of course, like,
(19:32):
like you know, getting yourblood work done and looking at
your hormones and identifying,like what's making this so
difficult so that you can get,you know, quicker results, more
efficient results, like that'sgoing to be key.
But I guess, like if we were tolook at some of the other
things like why do you feelyou've never been able to get
under 90 kilos?
Like what, what is it that youkind of struggle with that's
(19:54):
kept you stuck or that's youknow caused you to gain some of
this weight back?
Or when I go on holidays, okay,like what exactly happens when
you go on holidays?
Oh well, a whole day is a wholeday.
You eat lots, you gain theweight back, got you okay.
So I guess, like figuring outhow to go on holidays, how to
still enjoy your holidays, hownot to to feel restricted but
(20:19):
still be able to maintain yourweight loss, that that's really
what you're looking for.
Yeah, okay, no, that makes alot of sense.
And like, how often do you goon holidays?
Because, like, as well, maybe,if he's saying holidays and it's
like two times a year, thatdoesn't make sense for gaining
six kilos and holding on to allthat weight, right?
So I think we just we missedthe boat on investigating in
(20:41):
that problem phase.
We were too assumptive, we weresort of like presuming we were
giving them an easy out with alot of our questions, like okay,
so this is kind of what you'relooking for.
But we never ask the open-endedquestions to get them to
explain it, to investigate whatthey thought.
So we need to really back offthat.
And then your challenge phase.
(21:03):
With someone like this, whereyou're dealing with this
potential DIY objection soimportant.
You're gonna ask questions,like you know, have you ever
worked with a coach before orhave you just been trying to
figure this out by yourself?
Oh, I've always tried to figureit out by myself.
Like what's held you back fromgetting a coach before they're
going to tell you an objection?
(21:23):
Okay, but I guess, like, why?
Now you know, why not just youknow?
Push this down the road, keeptrying to figure it out yourself
, like a lot of men do, who, whonever achieve their goals, but
now they're going to overcomethe objection.
Then we can move into our whyand our emotional.
Okay.
So I would say we've prettymuch hit a point where we're I'm
(21:45):
very, very, very confident thatwe're going to get a diy
objection, or whatever objectionwe get is because it's a it's
the DIY is behind it.
It's like value DIY.
We're going to listen to therest of the emotional phase and
see what we could have donebetter.
But at this point I think we'rewe've potentially like lost it,
(22:10):
because I just feel like, yeah,we're gonna get a DOI objection
, so let's go.
Speaker 3 (22:18):
Been up with my five year old son.
Yeah, I suppose I had a sonlater in life so got a bit more
to keep up with.
The other dads at the schoolare 15, 20 years younger than me
, so there's that sort of aspectof it as well.
But I suppose mainly it's just.
(22:39):
You know, I realise that I'mgetting older and I just want to
try and slow that process down.
Speaker 2 (22:45):
Yeah, yeah, okay, makes sense.
So this is more likefuture-proofing as opposed to
like you know the minute, but Iguess at the moment is is the
current way, you know, thecurrent fitness.
Is that having you know anyeffect on on you carrying this
extra weight?
You know what?
(23:07):
I'm sorry, carrying the extraweight?
Speaker 1 (23:09):
yeah, so he did, the salesperson did the right thing
here.
It's the execution that letthem down.
So when we ask like a currentproblem, and the person sort of
goes to the future and they say,oh, I'm worried about these
things, that's like futureproblems, that's kind of like
your consequence, right.
So what we want to do is wewant to bring them back to the
(23:31):
current situation.
We want to ask questions thatget them to explain current pain
.
The idea was right, theexecution is what let us down.
So we want to say like okay, soyeah, you're just kind of
worried about what couldpotentially happen if you don't
get on top of this, if you don'tget your health in order.
(23:51):
Yeah, okay, I guess just tobring it back to the current
situation is carrying this extraweight?
Is that having an impact on you?
Speaker 3 (24:02):
Yes.
Speaker 1 (24:03):
In what way Bang and then we're in there, we're
getting our current pain.
We're getting them to explainwe did the right thing here.
It's just the execution of itfumbled it a bit.
We said like too many words, wefluffed up the question and
then he was a bit confused isthat having any effect on on you
in?
Speaker 3 (24:22):
any way.
Well, like I said I am, I amlighter now than what I have
been for for maybe the last10-15 years of my life.
I've took a stone off, yeah,but I just want to make a real
difference and, just you know,make that stone into to an off
stone.
Speaker 2 (24:39):
By the time I could potentially get the 90 yeah,
okay, so things are better thanthey were right.
Yeah, the reason this isimportant is I guess we have two
categories of people who comeinto the process.
Really, there's guys who are,you know, in their mind they're
absolutely fine, but they couldbe better, right, and they don't
accept for just okay.
(25:00):
And there's other guys who theyare bothered by something.
They are like there's there'ssome effect that the weight is
happening on them that theydon't like at the minute.
Is there anything in that foryou?
Speaker 3 (25:14):
well, that that's.
That's why I'm um talking toyou.
See, if there is anything withmy bloods that is yeah.
Speaker 1 (25:21):
So this guy is being very slippery, he doesn't want
to open up, he doesn't want totalk about pain, and so when he
starts saying, well, like, doyou know, I've, I've lost this
weight, things are better nowand we want to still try to kind
(25:42):
of look for, like, what is itlike?
Why not just settle where,where he's at, like, what's kind
of what's going on now thatwants him to keep losing the
weight?
Right?
So we want to just likeinvestigate that sort of like,
why not just stay where?
You are right.
We can also ask, like, what?
(26:04):
Like?
What was it like when he was,you know, heavier?
Like how was his weightimpacting him then?
Okay, so you've, you've madesome improvements, but you want
to just like completely solve X,y, z problem?
(26:24):
Yeah, if he's like, myconfidence was, you know, when I
was heavier, my confidence wasbad, my mobility was bad, my, my
fitness was bad, but you knowit is getting better.
It's like, okay, so, yeah,you've made some progress, but
ultimately you haven't fullyachieved your goal.
Like, you haven't gotten to thepoint where you're as confident
as you want to be, as fit asyou want to be, as mobile as you
want to be no, okay, no, thatthat makes sense.
(26:47):
I guess, like how often, causeit seems like you're pretty
motivated to to really get ontop of this.
I guess, like how often,because it seems like you're
pretty motivated to really geton top of this.
I guess, like, how often isthis on your mind?
Like how often are you thinkingabout your weight and about
making these changes Every day?
Okay, like what exactly goesthrough your mind when you do
think about it?
Do, do, do, do, do, do, do, do,do.
(27:08):
Right, he's being difficulthere because he's pure ego.
That's why you're gonna thisagain.
Is that kind of diy, like lack,just like not fully attached to
the reality of the situation,just shining?
Speaker 2 (27:21):
through.
I mean from the perspective oflike more more up here, like
from why, why?
Why look to really change ifthings are, you know, okay is
more the question.
Speaker 3 (27:35):
Yeah, well, I suppose that is it, because okay is not
good enough.
Yeah, yeah, okay, okay I mean,there's no, I haven't got any
diagnosed medical issues or such.
But I'm just wondering again ifthis blood optimization, if
there is yeah, you know issuesthere that are okay, yeah, but
(27:55):
they can be better yeah, ofcourse, yeah, yeah.
Speaker 2 (27:59):
And you said also um the yeah, you know you obviously
got a young son keeping up withhim.
Um, is energy at the moment todo that a problem, or again,
this is more like futureproofing?
Speaker 3 (28:12):
well, no, my energy levels, uh, I would say yeah, so
we don't need to ask that.
Speaker 1 (28:16):
That's like what I would constitute as like a, a
digging question, right, wherewe're like, oh fuck, do we have
enough?
We're going to start diggingaround looking for things and
that it rarely works.
Like it rarely works.
He's going to disagree becausehe's all ego, right, but we, we
(28:38):
want to keep moving forward herebecause, believe it or not,
like this is a mistake thatpeople have to make.
We have some emotional thingshere.
Right, we can future state whichis going to be like him, under
90 kilos, you know, he'sshredded, he's in the best shape
of his life, he's chasing hiskids, his kid, around.
(28:58):
He's like, when he turns up tothe school, all the other
fathers are like, well, whathave, what have you been doing?
Like you look amazing, what'sgoing on?
Um, etc.
Etc.
Right, I'm parapasing.
And then the consequence isgoing to be like you know, this
keeps going as you get older,like it's already getting harder
as you get older.
You've experienced that, do youknow?
(29:19):
And it just keeps getting moreand more difficult.
You never get on top of theissues you have and the weight
starts to creep up, the energylevels get lower, you're not
able to chase your, your kids,you don't have the longevity
that you want to have.
You know, like, if it was toget to that point, like what,
(29:41):
what would that be like?
And again I'm paraphrasing.
But we can take even the littlethings that we have and we can
future state off it andconsequence off it.
So we don't need to panic atthis point just because we're
like, oh, he's not being superemotional, right?
Speaker 3 (30:01):
good, yeah, you know, I mean I've got a manual.
I'll go to work all day andthen I'll go to the gym straight
from there and when I come outthe gym I'm looking forward to
sort of the next session,because I suppose I am, I am
sort of quite motivated.
I'm motivated by going on thenext holiday and trying to get a
bit um in shape for that, yeah,um, uh.
(30:23):
Yeah, I mean I'm just, Isuppose you know I've got, I
suppose I go on holiday maybeevery 10 weeks, yeah, um.
So the holidays themselvesdon't help the health, I suppose
, and the weight loss and theleanness, but I suppose, at the
same time, they're one of thethings, one of the bigger things
(30:45):
in my life that you know youwork for.
Yeah, absolutely.
Speaker 2 (30:49):
You know, in your position I wouldn't stop doing
that.
Um, how do you feel about thecurrent shape, the current like,
I guess?
Look at the physique.
If that's something that, um,you know you're okay with, or
yes.
Speaker 1 (31:02):
So now we're just like digging, we're scrambling,
we're trying to find something.
We don't need to panic, thoughwe we have pain, like we have
things that he's worried about.
That's fine, we can just movestraight into like asking about
thoughts.
How long has they been thinkingabout this?
Now, what keeps coming up hereis this about the holidays.
(31:23):
That was problem phase, thatwas challenged, like we needed
to address all that now and thenwhen we pitch, we have to smash
this idea of like being able tostay lean all year around,
making sure you're optimized,making sure you know how to, how
to manage that and still enjoya holiday, because that's where
all the value is with this guy.
What's the current feelingabout that?
(31:43):
Yeah, I'm okay with it.
Yeah, it doesn't matter what weask this guy.
He's going to say it's fine,right, that's like.
That's why this kind of likescrambling around fishing for
things just isn't helpful.
Speaker 3 (31:57):
You know, I am sort of fresh off holiday last week
so I am sort of a bit heavier.
Um, I'm okay with it, but, likeI said, it comes down to that.
Okay again it's.
Uh, you know, you just want towhatever you've got, you want to
improve it yeah, yeah, okay,makes sense.
Speaker 2 (32:13):
And, um, you've been this way probably for a number
of years.
I don't mean like the currentweight right now, but like
you've been going up and downfrom like 105 to like 95, for
has it been like a number ofyears or I suppose it.
Speaker 3 (32:27):
But until the last year it was more more 105, 110
to 100.
Now I've sort of stepped it upa bit and I'm now sort of more
100 to 95.
Yeah.
Speaker 1 (32:44):
Except you're 106 right now, correct, yeah, okay.
Speaker 3 (32:49):
And now I just want to step that up some more, but
it's getting harder.
Obviously it's getting harderas hang on.
I've just got another callcoming.
Speaker 1 (32:59):
Let me cancel that he's messing around with his
phone.
He's got a phone call comingthrough he's now muted.
(33:20):
So what's happening here is thesalesperson is didn't do the
problem phase and didn't do thechallenge phase and is in the
middle of the emotional phaseand is panicking because they
can't find what they want.
They need to just keep movingforward.
Right, there's a saying that Iactually read today, um, in the
(33:41):
daily stoic, today is june 11th,is it?
Or june 10th, june 10th, nevermind.
And um, it said if you findyourself in a hole, stop digging
.
And it made me think of whatoften happens in the emotional
phase on calls, that people endup like in a situation where
(34:04):
they're not happy with any ofthe answers they're getting.
So they keep digging, they keepdigging, they keep digging, and
oftentimes they can make thecall a little bit weird as
opposed to moving forward.
Now, we haven't reallynecessarily done that here.
We've done maybe a little bitof digging and not getting the
answer we want.
But now we're panicking andwe're starting to do things that
we should have covered before,because we don't really know
(34:28):
where to go with this at themoment.
But really all we need to do isgo into kind of a thought space
question and then we need tofuture state, do a beautiful
future state off the problems wehave.
We have problems to futurestate off.
And then consequence super hard, which is easier with older
(34:49):
people.
Okay, we're still messingaround with the phone there we
go.
Speaker 2 (34:58):
Are you back on?
Speaker 3 (34:59):
Yeah, we're here You've gone small.
I've got another call coming in, but I can still see you.
Speaker 2 (35:07):
Okay, good, that's all good for me.
Yeah, so what were you saying?
Speaker 3 (35:12):
sorry, lots of train thought they're still trying to
ring in.
The volume's gone low.
We should ring off in a secondI'm going to skip a little bit
forward and see can we um?
Speaker 2 (35:31):
I'm going to skip a little bit forward and see can
we?
Yes, we're good, right, okay.
So I guess the question was youknow you've been a similar sort
of way for a number of yearsand I know you said it's getting
harder and you don't just wantto be okay.
But have you definitely, youknow, made the decision,
(35:54):
irrespective of working withsomeone like us, that you want
to really like achieve what youcan, like, the best you possibly
can, as opposed to just beingokay and I know that's a very
obvious question.
But you are okay, there'snothing wrong with the way you
are and it would be fair enoughfor you to just say just want to
settle here and maintain.
So you definitely have themindset where it's like, if I
(36:19):
can be better, like I'mabsolutely going to do that oh,
yeah, yeah, like I said, I mean,that's what I've been.
Speaker 3 (36:24):
I've been trying to achieve it over the last sort of
12 or 14 months.
Yeah, um, and each step.
Well, as I've been, as I'vebeen looking at it is, each time
I go on a holiday before thenext holiday, I want to achieve
um better than the previous time.
Yeah, yeah, um.
Obviously, like I said, theholidays don't help it when I'm,
(36:45):
when I'm on holiday, but thenit's just.
You know, it's um, just stagesin the year that I've been using
to try and improve myself.
But it's just stages in theyear that I've been using to try
and improve myself, but it'sjust now.
But obviously now I'm in bettershape than what I was a year
ago.
That transformation from thatto where we are now I've been
able to do.
(37:05):
But the next transformation isharder because I suppose I'm
getting, I'm I'm getting closerto a lower body fat and it's
just harder yeah, absolutelyokay.
Speaker 2 (37:20):
So what you kind of are looking for is a way to make
that easier, essentially, yeah,um, well, obviously there's the
investigation around the blood,so it's the main thing that's
brought you here.
Um, but to make that consistent90 kilo weight a goal, was
there anything else that youthink would be beneficial?
Speaker 1 (37:39):
you know, for example , a lot of guys say okay, yeah,
we're gonna stop at this pointbecause we have 100.
I think the salesperson herehas realized that they just
completely skimmed through twoof the key sections of the cpce
(38:00):
fitness sales system, which isthe problem process problem and
the challenge.
And now they're trying to likerehash all that because they're
not getting any of the answersthey want and so, yeah, this
structurally, this call isbecoming a little bit of a mess,
so we're going to park thatthere.
(38:21):
The key takeaways from this isone we need to start like tying
these people to reality.
Need to start like tying thesepeople to reality as as much as
possible.
So like when they're talkingabout how amazing they are, it's
like okay, so yeah, gettingsome decent results, but
(38:41):
ultimately it sounds like youhave gained most of that weight
back.
Is that right?
Yes, okay, we need to gothrough the problem, right.
We need to stop making thosepresumptive questions and we
need to ask open-ended questionsthat let the person answer.
We need to discuss the problem,why they feel they've never
(39:01):
been able to get under 90 kilosbefore and they're obviously
having, they've had some success, but then they're gaining all
the way back, like what's kindof going on?
Okay, when they're on holiday,like, what exactly is the
problem?
Why do they feel the gain allthe way back Every time they go
on holiday, etc.
Etc.
Right, we need to get intothose problems.
We need to go for a DIY andthen, if we still feel a little
(39:25):
bit lost, we need to do like anideal criteria and but we need
to make sure that we followthose steps.
Then, with the challenge, wereally need to be making sure
that we get that in there.
So, with this guy where I feellike it's going to be a DIY DIY
objection, so we need to bereally going after it through
(39:48):
the angle of, like, have youever worked with a coach before?
What's held you back from doingthat?
Okay, but why now?
And then the next step fromthere is going to be the
emotional phase.
We don't want to.
I want to ask some questions.
I gave some examples aboutthings we could do there.
Then we want to move into, like,a thought space question which
(40:08):
is like, and with someone that'sreally motivated, you just say
look, it seems like you're,you're super motivated.
You've thought a lot about this.
Like, how often is your weighton your mind?
Okay?
And like, when you do thinkabout it, what exactly goes
through your head, whatever hesays.
Then we're going to go into ourfuture state and there is some
more questions there that we wewould normally ask, but with
someone like this it probablydoesn't make sense.
(40:30):
We're going to go into ourfuture state and then we're
going to go for our consequenceand we're going to hit really
hard on both of those and thenwe're going to pitch.
And when we pitch, we need toreally sell this idea of like um
lean all year round, know howto make it work regardless of
(40:50):
holidays, so that you know youcan still enjoy yourself without
putting all the weight back on,so that after every single
whole day, you're in a much morereasonable position where you
can stay under 90 kilospermanently.
And we need to optimize so thatwe can make this as easy as
possible because, yes, you'vehad some success, but you know,
(41:12):
over the course of 18 months, itsounds like it's been pretty
slow compared to what isactually possible, etc.
Etc.
Right, and we need to go thatway.
So, yeah, all know, um, lots ofgood stuff, but really we just
kind of fell off the structurehere.
But, yeah, cool.
(41:32):
Hopefully that was helpful.
If you're watching this.
You found it beneficial and youwould personally like to get a
call review, then you can clickthe link below.
If you're watching this onYouTube, there's going to be a
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inner circle and you can getcall review there.
If you are listening to this asa podcast, there should be a
(41:56):
link somewhere that you canclick also and you can jump in,
get a call review and just likethis cool, see you next time.
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