The Full Gym | Chapter 12

Find the problem under the problem.

Run it live on your next consult, right on this page — the questions to ask, a place for their exact words, and 3 real dialogue examples showing what it sounds like done well.

Coaches who close consistently aren't better talkers. They ask better questions. Run this on every consult to identify all three layers before pitching anything.

Answers save automatically on this browser when storage is available. On a shared device, avoid personal details and use Clear when finished. Download a copy to keep your work.

01 The external problem SB7: Problem (surface)

What it sounds like: “I want to lose 20 pounds.” “I'm out of shape.” “I need to get back in the gym.” This is the surface. Never solve only this layer or you'll lose the sale.

Question to ask: “What made today the day you came in?”

Their answer (their words) The external problem in one sentence

02 The internal problem SB7: Problem (emotional)

What it sounds like: “I feel embarrassed.” “I'm tired of starting over.” “I don't recognize myself in photos anymore.” This is the emotional layer. Selling here turns a tour into a member.

Question to ask: “How long has this been on your mind?” Follow-up: “What's it costing you to not deal with it?”

Their answer (their words) The internal problem in one sentence

03 The philosophical problem SB7: Problem (deepest)

What it sounds like: “I want to be the dad my kids actually want to play with.” “I'm scared I'm becoming my mom.” “I want to feel proud of myself again.” This is the deepest layer. Selling here turns a member into a member-for-life.

Question: “Imagine 6 months from now, this is solved. What's different about your daily life?” Follow-up: “Why does that specifically matter to you?”

Their answer (their words) The philosophical problem in one sentence

04 Your close Pull it all together

The frame: “Based on what you told me, you're not just here to [external]. You're here because [internal] is keeping you up at night, and what you really want is [philosophical]. Here's how we'd get you there...”

Write your close sentence (using their exact words from all three layers)

05 Self-audit

I asked at least one question for each of the three layers
I used their words, not mine, in the close
I let silence do the work after asking the deeper questions
I named the philosophical problem out loud before talking price

3-Layer Problem Diagnostic, The Full Gym, Chapter 12.

External layer · Example 1: Pulling the external layer 01

"What made today the day you walked in?"

Lead: "I just need to get back in shape. I've been putting it off." Coach: "Got it. When you say 'back in shape,' what does that specifically look like for you?" Lead: "I'd like to lose maybe 25 pounds. Feel better in my clothes. Have more energy."
Why this works
- What the coach did right: Didn't accept "back in shape" as the answer. That's vague. Asked her to define it specifically. Now you have measurable goals: 25 pounds, fit clothes, energy. That's the external layer.
Make this template yours
Template 01: your ready-to-use copy"What made today the day you walked in?" Lead: "I just need to get back in shape. I've been putting it off." Coach: "Got it. When you say 'back in shape,' what does that specifically look like for you?" Lead: "I'd like to lose maybe 25 pounds. Feel better in my clothes. Have more energy."
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.
Internal layer · Example 2: Pulling the internal layer 02

"How long has wanting to lose those 25 pounds been on your mind?"

Lead: "Honestly? Like 2 years. Since my second was born." Coach: "That's a long time to carry that. What's been the hardest part of those 2 years?" Lead: "...I just feel like I'm failing at this one thing. Every Sunday I tell myself I'll start Monday. And then I don't. I'm losing faith in myself."
Why this works
- What the coach did right: Reflected back the weight of 2 years. Then asked what's been hardest, not what's been hard. The word "hardest" pulled out the real feeling: "I'm losing faith in myself." That's the internal layer. Not weight. Self-trust.
Make this template yours
Template 02: your ready-to-use copy"How long has wanting to lose those 25 pounds been on your mind?" Lead: "Honestly? Like 2 years. Since my second was born." Coach: "That's a long time to carry that. What's been the hardest part of those 2 years?" Lead: "...I just feel like I'm failing at this one thing. Every Sunday I tell myself I'll start Monday. And then I don't. I'm losing faith in myself."
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.
Philosophical layer · Example 3: Pulling the philosophical layer 03

"Imagine 6 months from now. This is solved. What's different about a normal Tuesday for you?"

Lead: "I'd actually want to be in pictures with my kids. I'd play with them instead of watching from the couch. I'd... feel proud of myself when I look in the mirror." Coach: "Why does being in pictures with your kids matter so much?" Lead: "...because I want them to see their mom as someone strong. Not someone who hides. I want them to look back and remember the version of me that showed up."
Why this works
- What the coach did right: Used a specific time anchor ("a normal Tuesday") instead of vague "what would be different." Then asked why one specific thing mattered. That second "why" pulled out the philosophical layer: "I want them to remember the version of me that showed up." That's what she's actually buying. Not weight loss. Legacy.
- The close that follows: "Based on what you told me, you're not really here to lose 25 pounds. You're here because for 2 years you've been losing faith in yourself, and what you really want is to be the kind of mom your kids look back on and remember. Here's how we'd get you there." Read that sentence to her. Watch her eyes. That's the close.
Make this template yours
Template 03: your ready-to-use copy"Imagine 6 months from now. This is solved. What's different about a normal Tuesday for you?" Lead: "I'd actually want to be in pictures with my kids. I'd play with them instead of watching from the couch. I'd... feel proud of myself when I look in the mirror." Coach: "Why does being in pictures with your kids matter so much?" Lead: "...because I want them to see their mom as someone strong. Not someone who hides. I want them to look back and remember the version of me that showed up."
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-Layer Problem Diagnostic — dialogue examples, The Full Gym, Chapter 12.

What is inside

01
The exact question and follow-up for each of the 3 layers
02
A place for their words and your one-sentence summary of each layer, saved as you go
03
3 full dialogue examples, one per layer, with what the coach did right

From The Full Gym by SHERMAN MERRICKS & BLAKE RUFF

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