How to Sell a Challenge Pack

How to take someone from "tell me more about the challenge " to purchase and its not a fast thing to do. You need to take a lot of steps and don't make shortcuts. 
 

Example #1: 
 

Customer

 

Hi I'd like to learn more

 

Coach

 

Hi ______!

 

Great to hear from you! I'd love to have you in my 7-day Shakeology Challenge group; first, can you tell me more about your health and fitness goals?

 

Customer

 

I put on a lot of weight after a military injury I'm looking to change my "to bad your hurt" lifestyle and get back on track. I just have no luck planning things on my own I would like some help and hopefully be able to get myself back to my true self

 

Coach

 

First, I want to say thank you for your service! I'm very sorry to hear about your military injury. We can definitely get you back on track so you can get back to your true self again. Would you mind sharing a little more about your injury? Has your injury been resolved?

 

Customer

 

I hurt my back it got better after I was discharged but I kinda lived in fear of hitting it again so allowed myself to be lazy and to take the easy street. I wasn't ever a sweets fan but found myself addicted to coca cola. I am about 88% healthy I just need to lose the weight I'm tired of the fat jokes and not being able buy clothes anymore. I have always been highly disciplined yet have found none when it come to my health for some reason. It's really affecting my mood and my life and I'm trying to make changes it's just a hard thing to do.

 

Coach

 

I'm sorry you've had such a tough time getting back on track. I can definitely help get your diet in check, which will also help with your mood and energy. I totally understand how hard it is to get motivated to make changes - after having my son I had no motivation to do anything but be with him. Well, first we have to cut down your coke intake - unfortunately drinking coke wastes numerous calories that people should use to take in healthy foods. May I ask what you eat on a normal day-to-day basis?

 

Customer

 

Breakfast oatmeal and a fiber bar. Lunch is whatever I can grab not always good food, dinner is what ever my mood feels like typically something that wouldn't be so bad I didn't emotionally destroy the food. The way I eat and look has virtually made me bi polar non receptive to those in my life and I feel like a year ago I cracked mentally

 

Coach

 

Well, it sounds like your diet won't take too much tweaking, but we'll definitely need to work on it. You should be getting at least 3 meals, and 2 snacks a day (or more snacks if you're training intensely). Once we get you eating well and exercising regularly, you should start feeling better overall. Do you have a current fitness routine in place?

 

Customer

 

No I do not I need one badly

 

Coach

 

We can definitely work on that as well. What type of exercises are you able to do now since your back injury? Are you able to do any high intensity interval training?

 

Customer

 

Cardio anything but running but want to get there soon it's a condition thing. I can lift most things prefer nautilus equip and also the free motion machines

 

Coach

 

Great ____! I think the T25 program would be a perfect fit for you. The great part about FOCUS T25 is that you can follow Shaun T and push your hardest, or follow the modifier who’s always on screen. So even if you’re in top shape looking for a challenge to push yourself to the next level, or just starting out on your fitness journey, anyone at any fitness level can achieve exceptional results working out just 25 minutes a day.

 

T25 is Fast-paced routines that are jam-packed with dynamic, hi-intensity moves designed for maximum efficiency and effectiveness. This kind of workout will help with your stamina and endurance for sure. There's also some strength and resistance training included with the program, which will help you, lean out and tone up.

 

Did you know major studies have shown that 30 minutes of exercise can be just as effective at burning fat and even more efficient than 60 minutes of exercise? I think you would definitely benefit from the amazing support group as well. Sometimes support is the missing piece to the "get fit" puzzle. I will also be your coach 100% of the way and provide you with my free custom supplemental meal plan. What do you think?

 

Customer

 

I would love to try it would be amazing to have some structure

 

Coach

 

Ok awesome. Ready to order your challenge pack?

 

Customer

 

What's the cost?

 

Coach

 

Great news! The Focus T25 challenge pack is on sale this month only. It includes first 30 days worth of shakeology, online accountability groups, fitness program, my custom supplemental meal plan, free coaching from me, eligibility to win $500 - $100,000 at beachbodychallenge.com, and free 30 day trial beachbody club membership. That entire package is a $270 value but you'll be getting it for $180 (Free shipping) It's an amazing value. Would you like for me to walk you through the ordering process?

 

Customer

 

Yeah that would be great.

 

Coach

 

Awesome! I am so excited for you to take this challenge. This is definitely going to help get you back to where you want to be ;)

First, go to this link for the Focus T25 Challenge Pack: http://teambeachbody.com/shop/-/shopping/BCPT25205?referringRepId=YOURCOACHID

You'll choose your flavor of Shakeology during this process - be sure to get the 30-Day supply bag because you'll get more and it's the same price as the 24 packets of Shakeology.

Please let me know if you have any problems with the ordering process.

Also, I will be putting together your custom meal plan. Do you have any food allergies or foods to avoid?

Example #2

Golden Rule!!!----Ask one question per email/one rapport building question per email.

"Hi Julie! Lovely to hear from you! How is your Mom? I saw her in the grocery store last month. (or how was that trip to Disney, saw your photos on fb, amazing!)

I'd love to have you in my challenge, first, can you tell me more about your health and fitness goals?"
 

Then shut up and let them respond.
 

So they say:
"I want to lose 30 pounds. I feel gross. And my Mom is doing good, she went on a cruise yesterday"
 

So you say:

"A cruise! How fabulous! Where did she go? Have you been on a cruise? Totally on my bucket list.

30 pounds is totally doable! I think we can get you started right and it will just fall off. Tell me, what are you currently doing for excercise?"
 

Then shut up.
 

She says:
"I went to the Bahamas. It was amazing. She went there too. I wish it would fall off me, I'm currently walking my dog."

You say:

"Ahhh Bahamas! I can almost feel the steel drums now Have any fun trips planned this summer?

Walking that adorable dog of yours! We might need to increase your calorie burn a bit. In the past, when you have done physical activity and workouts, what did you enjoy doing most? For instance, kickboxing, aerobics, yoga, bootcamp style workouts, dancing?"

She says:

"We are going to Disney and I love dancing!"

You say:

"Great! I'm enclosing a video I want you to watch on a fabulous workout we have called Turbo Jam! After you watch it, tell me does it inspire you to workout? I want to make sure you find something you would love. Let's get you in shape just in time for Disney!

Insert link to back office workout located under videos/fitness videos/share video

She says:

"That looks fun. How much is it?"

You say:

"I can get you a great, coach only discount on that if you purchase it with another product I have called Shakeology. Tell me, what is your current diet? Will you visit Magic Kingdom while you are there - I want to see that new parade they have!"

She says:

"I eat McDonalds every meal of every day. Yes, I want to see that parade"

You say:

"In order to maximize your results, we need to get you on a lower calorie diet. I'll tell you what if you join my challenge buy purchasing the Turbo Jam challenge pack, it comes with a 30 day supply of Shakeology too. You will eat it for one meal a day and I will provide you diet tips for the other meals of the day and a workable menu. I'll be with you every step of the way - as your accountability partner and pair you up in a small team of amazing people just like you who want to maximize the next 90 days to look amazingly fit. How does that sound?

She says:

"I guess I can do that - how much does it cost?"

You say:

"Its only $160 - $40 off retail and free shipping, comes with a money back guarentee. With Shakeology you can even return it as an empty bag and get your money back. They are that certain you will LOVE the product. I promise you will be one gorgeous Mom at Disney! Head over to my website

http://www.beachbodycoach.com/screenname

click the Beachbody Challenge tab, then click challenge packs then Turbo Jam and we will hold that spot for you in that challenge group once you are all set!