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🧭 Help Doc: Mapping the Prospect’s Desired Destination

The Desired Destination is the second core stage in the 4-Part Sales Framework used by top-performing gym sales teams. After uncovering the prospect’s current problem and emotional pain during the Negative Situation phase, your next goal is to paint a vivid picture of the positive future they want. This step activates motivation and increases emotional investment in the solution.

Category: Sales Training
Subcategory: Sales Framework – Stage 2
Related Stages:

 

🎯 Goals of This Stage

  1. Identify a 4–6 Month Tangible Goal

    • Long enough to feel worthwhile

    • Short enough to feel achievable

    • Example prompt:

      “Let’s say we help improve your health and energy. What would success look like for you in the next 3–4 months?”

  2. Expand into a Vision of Their Best Self

    • Stretch the prospect’s imagination 3–5 years into the future

    • Help them experience the implications of long-term success

    • Example prompt:

      “Down the road, when you’ve really hit your stride and become the version of yourself you’re aiming for… what does that look like?”

  3. Explore Both Logic and Emotion
    Use follow-ups to extract more meaning:

    • Logical: “What would that do for you?”

    • Emotional: “What would that mean to you?”

    • “How would that affect your family, your job, your confidence?”

đź’¬ Sample Questions to Use

Type Question
Short-term Vision “What improvements would you like to see in the next few months?”
Emotional Depth “What would it mean to you if you achieved that?”
Logical Depth “What would that allow you to do?”
Long-term Expansion “What does your life look like a few years from now with this problem solved?”
Relationship Framing “How would your spouse or kids react if this goal became real?”
 

âś… Completion Checkpoints

Before moving forward in your sales conversation, make sure you:

  • Have clearly identified a short-term (4–6 month) outcome

  • Understand and documented the long-term (3–5 year) vision

  • Have uncovered both the emotional and logical value of the goal

  • Can describe in the prospect’s own words what success looks and feels like

⚠️ Common Mistakes to Avoid

  • Skipping emotional context – logic alone won’t motivate action

  • Accepting vague answers like “I just want to be healthier” without follow-ups

  • Moving into your pitch before the prospect is emotionally connected to their goal

đź“Ś Final Note

The Desired Destination stage is about transition—from pain to possibility. When done right, your prospect won’t just want your solution—they’ll feel the urgency to act on it. Don’t rush this. Dig deep, slow down, and help them see what’s truly possible.