💼 Dynamic Presentation: Delivering the Offer and Closing the Sale
The Dynamic Presentation phase is where you shift from asking questions to confidently presenting your offer. This marks the transition from discovery to delivery — using everything you've learned about the prospect to tailor your pitch and create urgency, clarity, and buy-in
🔑 Purpose of This Help Doc:
To help coaches and closers customize and deliver their pitch in a way that connects the client’s pain, goals, and urgency to your program’s value pillars — ultimately leading them to a clear and confident buying decision.
🧭 When to Use:
After you’ve gone through:
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The Negative Situation
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The Desired Destination
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The Negative Implication
Then, you’re ready to move into the Dynamic Presentation.
🎯 Core Steps of the Dynamic Presentation
1. Transition Into Presentation
Prompt the lead with empathy and clarity:
“Thanks so much for sharing that. Based on what you told me, I think what we’re doing would be a great fit. Would it help if I walked you through what it looks like, how we guarantee results, and how it all works?”
2. Introduce Case Study Pricing Early
Set expectations with pre-framing:
“If I set you up with a personal coach, a custom plan, and guarantee your results — and you qualify for our testimonial-based pricing — would you be open to providing feedback when you hit your goal?”
This sets up a high anchor (e.g. $5K/year) before offering a case study discount (e.g. $2.5K/year) to break the “cheap program” mindset.
3. Present the 3 Pillars (Customize as Needed)
Pillar 1: Exercise
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Tie their pain/goal to your exercise solution.
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Example:
“You mentioned low energy and wanting structure. Our foundation is the ‘Body Burn Method,’ a coach-led, tailored workout system that meets you where you are and gets results fast — with long-term progress built in.”
Get verbal agreement (e.g. “Does that make sense?”) before moving on.
Pillar 2: Nutrition
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Tie missing nutrition habits to results:
“You said your biggest gap was consistency with meals. We bridge that with our ‘Toned Body Nutrition Plan’ — every meal is mapped out to help you lose weight without guessing or restrictive dieting.”
Again: Ask for agreement.
Pillar 3: Accountability
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Show how you ensure long-term change:
“Most people fall off after 3 weeks — that’s where our Accountability Coach steps in. Weekly check-ins, plan adjustments, and support ensure you stay on track. That’s what makes results sustainable.”
Confirm they understand and agree.
4. Bridge to Pricing & Close
Ask:
“Can you see how all three — exercise, nutrition, accountability — working together is different from what you’ve tried before?”
Then handle pricing:
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Anchor high: “Most people pay $5,000/year for this.”
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Offer case study pricing: “But if you're open to providing a testimonial, it drops to $2,500.”
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Remind them: “That includes coaching, planning, tracking, and results guarantee.”
5. Handle Payment Collection
Use simple “either-or” language:
“Would it be easier to get started with a debit card or a credit card?”
Or:
“If you have a couple of minutes now, we can get your account set up together.”
🔁 Optional Close Formats
A. Drop-Down Close (Good for resistance)
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Start with Yearly → Drop to Monthly → Drop to Short Term (e.g. 12 weeks → 6 weeks)
B. A/B Close (Simplified)
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Example:
“Would you rather save money monthly and commit to a year, or have less commitment but slightly higher monthly payments with a 12-week option?”
⚠️ Important Notes:
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Work with your coach to customize your program name, offer, price points, and flow.
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Everything highlighted in yellow in the original script should be personalized before using.
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Always tie back the pitch to what they said during the discovery — make it about them.
✅ Goals for This Section:
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Present clearly and confidently.
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Make the connection between your solution and their stated problem.
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Earn verbal agreement on each value pillar.
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Anchor high, offer a win-win discount.
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Transition naturally to collecting payment.