Sales call framework
Dialer call flow
From the first hello to the payment link, for the 12 week Alchemi Life Program: $997 with 24/7 access to Coach Tone, or $497 without it. This is the general structure to follow to increase your close rate. Not everything needs to be word for word, feel free to make it your own.
How to read it
- Dialer says
- Lead says
- Note for the dialer
- Which way the call goes
- A cheaper option instead
- Book a call back
- Payment link sent
Into an objectionOn to the close
Call the lead who applied
Hey, is this (lead’s name)?
“Yeah, it’s me.”
Hey! This is (dialer name) calling from Coach Tone’s team over at Tone Alchemi, how are you today?
“Good, thanks for asking.”
Great to hear! So yeah, the goal of this call is to see if we have what you’re looking for, in terms of guidance and help with your fitness journey. By the end, if everything looks good and we think you’ll be a good fit, we’ll get you onboarded into the program. Sound good?
“Yeah! Sounds good.”
Cool! So first off, I was taking a look at your application.
Insert whatever info you have on the lead, from the CRM. For example:
Looks like you’re currently a (stay at home mom) and you’ve been dealing with (back pain). How’s your journey with (back pain) been so far?
“Honestly, it comes and goes. A massage helps for a day, then my neck and shoulders lock right back up.”
Let them open up about the pain and what they’ve been dealing with. Listen more than you talk.
It’s been getting better
Ah I see, well I love to hear that it’s been getting better!
It isn’t getting better
Ah, I’m really sorry to hear that you’ve been dealing with that.
Then ask the question that matches what they applied for.
Their application is mostly about pain
What aspects of your life would change if we were able to completely get rid of all of that pain?
It leans more toward losing weight
What aspects of your life would change if we were able to get you in the best shape of your life so far?
“I’d finally sleep through the night, pick up my kids without thinking twice, and actually enjoy working out again.”
They’ll open up about how their worries would be solved, and how happy they’d be. Remember their answer. It’s the goal you come back to if they object later.
Love to hear it! We can definitely help you work toward all of the things you mentioned. But my question to you would be, if you were accepted into the program, would you be willing to put in the work that’s needed to change your life around?
They’ll most likely say yes, or ask about the time commitment.
They say yes
They ask about the time commitment
It’s only around 6 hours a week, minimum.
“Okay, I can make that work.”
Now check what they answered about their budget on the post webinar application form. That answer decides which price you present: $997 or $497.
Their application shows they have the money
Their application shows money is tight
Alchemi Life Program
Okay cool! That meets the criteria. Everything you’ve told me so far points to you being a really good fit for our Alchemi Life Program. I’ll quickly run you through everything you get.
So first off, it’s a full 12 week program. Inside you get:
- Weekly group coaching calls, live with Coach Tone and the group every week, to ask questions, troubleshoot and stay on track.
- Monthly movement diagnostics. You record a few short movement clips at the start and about every four weeks. Coach Tone reviews them and adjusts your plan.
- Daily mobility protocols, a routine matched to your pattern, updated at each diagnostic.
- A phase based workout plan, strength in the positions daily life asks for, following the 5R sequence.
- An anti-inflammatory meal plan, built on the 5-4-3-2-1 Method.
- And finally, 24/7 access to Coach Tone. You can message him anytime and get a response.Only in $997
Alchemi Life Program
Okay cool! That meets the criteria. Everything you’ve told me so far points to you being a really good fit for our Alchemi Life Program. I’ll quickly run you through everything you get.
So first off, it’s a full 12 week program. Inside you get:
- Weekly group coaching calls, live with Coach Tone and the group every week, to ask questions, troubleshoot and stay on track.
- Monthly movement diagnostics. You record a few short movement clips at the start and about every four weeks. Coach Tone reviews them and adjusts your plan.
- Daily mobility protocols, a routine matched to your pattern, updated at each diagnostic.
- A phase based workout plan, strength in the positions daily life asks for, following the 5R sequence.
- And finally, an anti-inflammatory meal plan, built on the 5-4-3-2-1 Method.
So yeah! What do you think of the program?
This is where the lead convinces themselves the program is good for them. Let them talk.
They love it: go straight to the close
They object: price, time, or “I need to think”
“The price is too expensive”
“Honestly, the price is a bit too expensive.”
They’re being price sensitive, even though they qualify to buy.
Yeah, that’s not a problem! Tell me, if you did have the funding, is this program something that would work for you?
Reframe them from price based thinking to results based, outcome driven thinking.
“Yeah, I mean I love the program, and I do think it would finally help with my back and shoulders, but I just don’t have the money right now.”
They’ve been reminded of the end goal, but they’re still holding on to the objection.
Okay, I can appreciate that money might be an issue from what you’ve told me. I guess, how do you feel you can resolve that, so that you can find the funds to (their goal, in their words)?
Use their goal from stage 2, like “sleep through the night and enjoy working out again.” Then check if there’s another way to get the payment, or if it truly is a price issue.
It’s truly too expensive, they don’t have the funding
Pitched $997? Recommend the $497 option: the same program, without the 24/7 access
They’re able to pay in installments, or you already pitched $497
Recommend the monthly payment plan option
“I need to think about it”
“Okay cool, I need some time to think it over.”
A false objection. Nobody actually thinks it over once they leave the call. Find out the real concern.
Cool! Not a problem at all. What’s your timeframe on getting back to me in the next day or so, just to see if I’d be available?
Push away so they feel at ease, and raise your authority. Show that you’re pretty busy otherwise.
Option 1: they say next week, or further away
“Ehh, maybe I could let you know like a week from now.”
Well, I’m not sure if I would be randomly available like that with my schedule. What I can do, if it helps you, is if you have your calendar handy, I’ll pull up mine and you can book in a specific time. That way you don’t have to chase me down. Would that help?
“Sure!”
Option 2: they say tomorrow, or in a few days
Perfect! I went ahead and scheduled the call for (insert date and time).
Btw, before I hop off the call, what was it that you wanted to go over in your mind? Just so I know what questions you’ll have when we talk on (insert date).
This is where they tell you their REAL objection. From here, handle that objection.
It’s an objection we have an answer for
Handle it with the matching column in this stage
It’s something we don’t have an answer for
Understood.
Call them back on the booked date
“I don’t have enough time”
“I’m actually pretty busy with work and everything at home, so I don’t really have time for the program.”
When you say busy, how many hours per week can you give to the program?
Alchemi Life needs around 6 hours a week, minimum. That’s your line.
Under 6 hours a week
Recommend the $497 option, the less expensive one
6 hours a week or more
“Well, I do have the time, I just don’t think starting right now makes sense, since things are so busy.”
Okay, that’s fine. If you put off getting help until later, do you think you’d find more free time in the future, when life usually gets busier, with more responsibilities and more people relying on you? Or comparatively, would you say now is the right time to make a decision that could change how you feel every single day?
“Yeah, honestly I just have a hard time taking that first step. I’ve tried so many things that only helped for a day, so I overthink whether it’s worth the risk.”
Do you consider… gaining value a risk? Because even if the worst case scenario happens, where the program doesn’t change everything for you, you still walk away knowing what’s behind your tension and how to manage it. That helps you for years down the road. Would you agree?
“Yeah, of course. That makes sense.”
So from that perspective, you’re not really risking anything, right?
“Sure.”
Cool! So are you willing to take that first step today, toward feeling strong in your own body again?
“Okay, let’s do it!”
Great! Absolutely agree with everything you just said. Let’s go ahead and get you onboarded.
The $997 option
So the full price for the program is $997. I’ll go ahead and send over the payment link to you.
The $497 option
So the full price for the program is $497. I’ll go ahead and send over the payment link to you.
The payment plan
Say the monthly amount for the plan you recommended, then send that payment link the same way.
Does it matter to you if I send it on WhatsApp or iMessage?
“Nah, it doesn’t matter!”
Perfect! I sent over the link. Just let me know once you’ve sent the payment, and I’ll get you onboarded right away!
Payment sent: get them onboarded
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