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Consultative Sales Crash Course

This crash course is designed to give you the minimum effective dose of sales training to begin closing clients using the Consultative Sales method — a structured conversation that leads a prospect to their own conclusion that your offer is the solution to their problem. This approach is built on the foundation of influence, not pressure, and is designed to maximize both conversions and client alignment.

🎯 What You’ll Learn:

  • The 4 stages of a consultative sale

  • How to uncover pain, build desire, and create urgency

  • Frameworks to lead meaningful conversations that convert

  • When and how to present your offer

  • How to move from script memorization to natural conversation flow

🔑 Core Framework: 4 Stages of the Consultative Sale

  1. Negative Situation
    Uncover the real root of the client’s problem using layered questions:

    • Surface: “What brought you in today?”

    • Deeper: “What are you doing to fix that now?”

    • Deepest: “Why is solving this important to you?”

    Then, expand on this pain with:

    • How long it’s been a problem

    • What it’s affected in their life

    • What triggered them to finally take action

  2. Desired Destination
    Guide the client to articulate a clear, meaningful outcome:

    • Short-term goal (4–6 weeks)

    • Long-term goal (2–4 years)

    • Emotional and practical impact of achieving those goals

  3. Negative Implication
    Reinforce urgency by exploring what happens if they do nothing:

    • “Why now?”

    • “What if this doesn’t change?”

    • “What would life look like in 6–12 months if this persists?”

  4. Dynamic Presentation
    Present your offer as the bridge between their pain and their goals:

    • Align your offer to solve their specific problem

    • Show how your system delivers the results they want

    • Lead them to state that this is the solution they’ve been looking for

🧠 Key Principles to Remember:

  • You’re guiding, not pushing — they need to say yes to themselves.

  • Go deeper than surface-level goals — real transformation starts with identity.

  • Use the script to learn, then adapt — don't become a robot.

  • Practice with boiler room calls before practicing on live leads.

📄 Linked Resources (Above the Video):

  • Full Sales Training Portal

  • 4-Part Sales Framework Deep Dive

  • Objection Handling Library

  • Live Call Examples

  • Gym Launch Sales Script (start-to-finish conversation)

⚠️ Pro Tips:

  • Memorize the script first, then evolve into flexible dialogue

  • Don’t skip the emotional depth — it’s what moves people to buy

  • Always tie your offer back to their words, not just your features

  • Practice with feedback — role-play before real-play

✅ Next Steps:

  1. Download and review the full script

  2. Join a Boiler Room session to role-play

  3. Review live call examples

  4. Start booking real consultations with confidence

🗂 Tags:

consultative sales, sales training, gym leads, closing calls, sales script, client conversion, fitness sales, sales framework, sales coaching, pain points, motivational interviewing