Read a consultative sales call done right, beat by beat.

1. Stage 1 · The warm open (0-60 sec) · Coach (you) Why this works 01

   "Hey Sara, glad you made it in. Before I show you anything, what made today the day you walked through our door?"

   Why this works

   • Not "how can I help you?" That puts her in transaction mode. This question puts her in story mode. She'll tell you the real reason.
   Make this template yours

   Template 01: your ready-to-use copy"Hey Sara, glad you made it in. Before I show you anything, what made today the day you walked through our door?"

   Replace placeholders and verify every price, offer and factual claim before publishing. Edits stay on this page until you leave; copy or download your work to keep it.

2. Stage 1 · The warm open (0-60 sec) · Sara (the lead) What to listen for 02

   "Honestly? I saw my friend Jen on Instagram. She looks amazing. And I just looked in the mirror this morning and didn't recognize myself. So I just... I came in."

   Why this works

   • Three signals in one sentence: external problem (doesn't recognize herself), social proof trigger (Jen), and urgency (came in same day). Don't sell yet. Go deeper.
   Make this template yours

   Template 02: your ready-to-use copy"Honestly? I saw my friend Jen on Instagram. She looks amazing. And I just looked in the mirror this morning and didn't recognize myself. So I just... I came in."

   Replace placeholders and verify every price, offer and factual claim before publishing. Edits stay on this page until you leave; copy or download your work to keep it.

3. Stage 1 · The warm open (0-60 sec) · Coach (you) The move 03

   "I get that. Jen's amazing. And I love that you didn't wait. How long has that feeling been on your mind?"

   Why this works

   • You named her friend by name (rapport). You validated the action of walking in (not the body issue). Then you pulled the timeline.
   Make this template yours

   Template 03: your ready-to-use copy"I get that. Jen's amazing. And I love that you didn't wait. How long has that feeling been on your mind?"

   Replace placeholders and verify every price, offer and factual claim before publishing. Edits stay on this page until you leave; copy or download your work to keep it.

4. Stage 2 · Discovery (3-5 min) · Sara (the lead) Internal problem surfaced 04

   "I mean... since the baby. So almost 18 months. I keep telling myself I'll start Monday. And then Monday comes and I'm exhausted."

   Why this works

   • "I keep telling myself I'll start Monday." That's not a fitness problem. That's a self-trust problem. Mark it. Bring it back later.
   Make this template yours

   Template 04: your ready-to-use copy"I mean... since the baby. So almost 18 months. I keep telling myself I'll start Monday. And then Monday comes and I'm exhausted."

   Replace placeholders and verify every price, offer and factual claim before publishing. Edits stay on this page until you leave; copy or download your work to keep it.

5. Stage 2 · Discovery (3-5 min) · Coach (you) The philosophical pull 05

   "That's such a familiar story to me. Almost every member here said some version of that. Imagine we're sitting here six months from now and this is solved. What's different about your day?"

   Why this works

   • You normalized her experience. Then asked the future-pace question. This pulls out the philosophical problem (the why beneath the why).
   Make this template yours

   Template 05: your ready-to-use copy"That's such a familiar story to me. Almost every member here said some version of that. Imagine we're sitting here six months from now and this is solved. What's different about your day?"

   Replace placeholders and verify every price, offer and factual claim before publishing. Edits stay on this page until you leave; copy or download your work to keep it.

6. Stage 2 · Discovery (3-5 min) · Sara (the lead) Philosophical unlocked 06

   "Honestly? I'd play with my kids without getting winded. I'd buy clothes I actually want to wear. I'd... I don't know. I'd feel like me again."

   Why this works

   • "Feel like me again." That's the close right there. Everything from here points back to that one phrase. Use her exact words later.
   Make this template yours

   Template 06: your ready-to-use copy"Honestly? I'd play with my kids without getting winded. I'd buy clothes I actually want to wear. I'd... I don't know. I'd feel like me again."

   Replace placeholders and verify every price, offer and factual claim before publishing. Edits stay on this page until you leave; copy or download your work to keep it.

7. Stage 2 · Discovery (3-5 min) · Coach (you) Restate + confirm 07

   "Got it. So this isn't really about losing 20 pounds. This is about feeling like you again. Did I get that right?"

   Why this works

   • You reframed in her words. Then asked permission. Now she's nodding yes. Buy-in established before you've shown her a single piece of equipment.
   Make this template yours

   Template 07: your ready-to-use copy"Got it. So this isn't really about losing 20 pounds. This is about feeling like you again. Did I get that right?"

   Replace placeholders and verify every price, offer and factual claim before publishing. Edits stay on this page until you leave; copy or download your work to keep it.

8. Stage 3 · The tour (5-7 min) · Coach (you) Future-pacing on the tour 08

   "Let me walk you around. I want to show you the exact spot where the Sara six months from now spends her Tuesday mornings."

   Why this works

   • You didn't say "let me show you the gym." You painted a picture of her future self in the space. Now she's visualizing herself there.
   Make this template yours

   Template 08: your ready-to-use copy"Let me walk you around. I want to show you the exact spot where the Sara six months from now spends her Tuesday mornings."

   Replace placeholders and verify every price, offer and factual claim before publishing. Edits stay on this page until you leave; copy or download your work to keep it.

9. Stage 3 · The tour (5-7 min) · Coach (you) Social proof without bragging 09

   [Walking past a class] "This is the 9 AM small group. Half the women in there are moms. Look — that's Jen, the woman in the blue shirt. Want me to introduce you?"

   Why this works

   • You connected the dots back to her trigger. Showed her real members. Made her feel like she'd belong. Said nothing about pricing.
   Make this template yours

   Template 09: your ready-to-use copy[Walking past a class] "This is the 9 AM small group. Half the women in there are moms. Look — that's Jen, the woman in the blue shirt. Want me to introduce you?"

   Replace placeholders and verify every price, offer and factual claim before publishing. Edits stay on this page until you leave; copy or download your work to keep it.

10. Stage 4 · The close (2-3 min) · Coach (you) The restatement 10

    [Back at the table] "Sara, here's what I'm hearing. You haven't felt like you since the baby. You're tired of telling yourself Monday. You want to play with your kids without getting winded and buy clothes you actually want. Did I miss anything?"

    Why this works

    • You played back her exact words. No paraphrasing. No adding new pitch. Just her own story, given back to her. This is when the close becomes inevitable.
    Make this template yours

    Template 10: your ready-to-use copy[Back at the table] "Sara, here's what I'm hearing. You haven't felt like you since the baby. You're tired of telling yourself Monday. You want to play with your kids without getting winded and buy clothes you actually want. Did I miss anything?"

    Replace placeholders and verify every price, offer and factual claim before publishing. Edits stay on this page until you leave; copy or download your work to keep it.

11. Stage 4 · The close (2-3 min) · Sara (the lead) The yes before the yes 11

    "No, that's exactly it."

    Why this works

    • The micro-yes. By saying "that's exactly it," she's already agreed to the problem. Buying the solution is now a small step.
    Make this template yours

    Template 11: your ready-to-use copy"No, that's exactly it."

    Replace placeholders and verify every price, offer and factual claim before publishing. Edits stay on this page until you leave; copy or download your work to keep it.

12. Stage 4 · The close (2-3 min) · Coach (you) Two options, not five 12

    "Cool. So I'm going to make this simple. We have two memberships that fit what you just told me. Both include the small group classes you saw, both give you the coaching to make sure Monday actually happens. Want me to walk you through them?"

    Why this works

    • You constrained the choice. Five options paralyze. Two options decide. You asked permission again. Each yes makes the next yes smaller.
    Make this template yours

    Template 12: your ready-to-use copy"Cool. So I'm going to make this simple. We have two memberships that fit what you just told me. Both include the small group classes you saw, both give you the coaching to make sure Monday actually happens. Want me to walk you through them?"

    Replace placeholders and verify every price, offer and factual claim before publishing. Edits stay on this page until you leave; copy or download your work to keep it.

13. Stage 4 · The close (2-3 min) · Coach (you) The direct ask 13

    [After walking through the options] "So Sara — which one feels right to you?"

    Why this works

    • You didn't say "let me know what you think." You didn't say "any questions?" You asked her to choose. Then you shut up. The next person to speak loses.
    Make this template yours

    Template 13: your ready-to-use copy[After walking through the options] "So Sara — which one feels right to you?"

    Replace placeholders and verify every price, offer and factual claim before publishing. Edits stay on this page until you leave; copy or download your work to keep it.

14. Stage 5 · If she hesitates · Sara (the lead) The real objection is hiding 14

    "This is great. I just need to think about it. Can I talk to my husband and get back to you?"

    Why this works

    • "Talk to my husband" is almost never about the husband. It's price uncertainty, fear of failing again, or doubt she'll use it.
    Make this template yours

    Template 14: your ready-to-use copy"This is great. I just need to think about it. Can I talk to my husband and get back to you?"

    Replace placeholders and verify every price, offer and factual claim before publishing. Edits stay on this page until you leave; copy or download your work to keep it.

15. Stage 5 · If she hesitates · Coach (you) Surface the real objection 15

    "Totally. Of course. When you talk to him tonight, what specifically are you going to ask him?"

    Why this works

    • You didn't argue. You didn't push. You asked a clarifying question that forces her to articulate the real concern. 9 times out of 10 the answer reveals what's actually blocking her.
    Make this template yours

    Template 15: your ready-to-use copy"Totally. Of course. When you talk to him tonight, what specifically are you going to ask him?"

    Replace placeholders and verify every price, offer and factual claim before publishing. Edits stay on this page until you leave; copy or download your work to keep it.

16. Stage 5 · If she hesitates · Sara (the lead) The real objection revealed 16

    "I guess... I just want to make sure I'll actually come. I've started things before and quit."

    Why this works

    • It was never the husband. It was her own self-trust. Same problem from Stage 2. Now you can address it directly.
    Make this template yours

    Template 16: your ready-to-use copy"I guess... I just want to make sure I'll actually come. I've started things before and quit."

    Replace placeholders and verify every price, offer and factual claim before publishing. Edits stay on this page until you leave; copy or download your work to keep it.

17. Stage 5 · If she hesitates · Coach (you) Convert no to specific next step 17

    "That makes complete sense. Here's what I'm going to do. Let's get you scheduled for Wednesday at 9 AM with Jen's class. Show up. See how it feels. If it's not the right fit, we'll figure that out together. Sound fair?"

    Why this works

    • You didn't take "I'll think about it" as a no. You converted it to a specific commitment with a specific time. Then captured her phone for the reminder. Now the 14-Day Follow-Up Sequence (Ch 17) does the rest.
    Make this template yours

    Template 17: your ready-to-use copy"That makes complete sense. Here's what I'm going to do. Let's get you scheduled for Wednesday at 9 AM with Jen's class. Show up. See how it feels. If it's not the right fit, we'll figure that out together. Sound fair?"

    Replace placeholders and verify every price, offer and factual claim before publishing. Edits stay on this page until you leave; copy or download your work to keep it.

How to use this: Print this document. Read it once silently. Then run it with a teammate using the Role-Play Persona Pack (Chapter 19). Switch roles. Practice five reps per week for one month, then review your observed close rate and coaching notes. The 70% benchmark is a training target, not a promised result.

Consultative Call Demo, Annotated, The Full Gym, Chapter 13.