Help Doc: During Class – Sales Choreography

Overview:

This guide covers the During Class segment of the sales choreography process. It begins once the prospect enters the class area and continues through the final moments of the session. The goal is to create an experience that builds trust, reduces sales resistance, and primes the prospect to say “yes” after class.

Key Actions:

1. Build Personal Connections

Introduce the prospect to the coach running the class.
Introduce them to at least one current member, ideally someone friendly and relatable.
Share a quick transformation story or fun fact to help establish common ground.

2. Reference the Sale (at least 3 times)

Use natural opportunities during class breaks to:

Handle curiosity about pricing, scheduling, or services by referencing the post-class chat:
“We’ll cover all that right after class — just focus on having fun for now!”
Assume the close casually:
“Once you come on board today, we’ll hook you up with some gear.”
Create optionality and perceived value:
“If you decide to join today, you’ll get to pick your welcome kit color.”

3. Celebrate & Encourage

Give at least two compliments, high fives, or fist bumps.
Highlight their effort:
“You crushed that round!” or “Your form’s looking great for your first class!”

4. Public Shout-Out at Class End

Congratulate them in front of the group:
“Big shoutout to Billy for completing his first class with us today — everyone give him a round of applause!”

⚠️ This may feel slightly awkward but is powerful for community bonding and making the prospect feel seen and supported.

Pro Tips:

Smile often and keep your tone enthusiastic.
Even if you’re busy coaching, stay aware of how the prospect is responding and feeling.
Let your natural coaching skills shine. Enthusiasm is contagious.

Downloads:

📄 During Class Cheat Sheet – [Download link]
(Also found directly below the training video)