The Tie-Down:
Do you recall in the survey I asked you about what it would be worth to you to have a weight fairy come over and wave her wand and take all your weight off? I mean literally, if I said to you now, close your eyes, count to 3 – and when you open your eyes, all the weight was gone. . . all of it.
· How would that make you feel?
(Take notes for goal sheet)
Before I get going with explaining our program and how it works to you, I want you to understand a few basic things:
(answer…must sound excited otherwise you may have qualified candidate too easily through part one eliminating the conflicts)
The most important thing for you to realize is that our program is actually very simple, fun and highly successful to use. There is some complex science behind it, but the beauty is that you wont need to understand all that science in just the same way you might not understand exactly how a photocopier machine works, but you can still use one. Right?
(answer)
I will be explaining some of the basic science behind what we do, but if you don’t fully understand everything I tell you, don’t worry. I will be your coach and professional support person throughout the entire process. We just prefer to explain a little of how it works to give you some additional confidence and background when you use our program. Does that sound ok to you?
(answer)
Now that I have a full picture of your goals and motivations, lets start out by giving you some additional information to help you understand more about your body and how to maximize your potential. Then I will explain to you how using our program is going to actually be a net saving to you that will reduce your grocery bill and save you money! Finally, I will be happy to answer any further questions that you might have once we have finished and then I would like to get you started losing that extra weight as soon as possible. How does that sound?
(answer)
We find that one of the biggest reasons people don’t succeed in losing weight without our help is that they have a lack of understanding about their body and how to get it into a fat burning zone. Lets start out with some some basic information. of the data we have learned just from getting your basic body measurements:
Everybody is made up of muscle, tissue and bone - what we term lean muscle mass - and then we all have in addition to that a certain amount of body fat. The lean muscle mass is the good stuff and the body fat is bad stuff.
The greater the % of your total weight that is lean muscle mass, the better it is. In other words your goal should be to increase lean muscle mass and decrease body fat. That is what will change your shape. With our program we are not simply focused on losing an amount of weight, because if you go on an unhealthy diet like a crash or starvation diet, its not the body fat you will lose, but it’s the important lean muscle mass. The trick with safe healthy weight control is to lose body fat and preserve or even increase your lean muscle mass.
In order to give you the shape you want, we will have to reduce the body fat and increase the lean muscle mass. Because muscle takes up much less room than fat, you will actually shrink in the process and wind up with a much trimmer fitter looking figure. (oh, and don’t worry you wont wind up looking like a body builder!)
Are you following me so far?
(answer)
We need to teach you how to balance your energy and actually burn more body fat than you currently do.
According to what I have calculated your body burns up approximately __________ calories per day without doing anything at all. In other words without any exercise or activity, that’s how many calories you burn. …..I bet that’s a piece of information you never heard before?
(answer) Ok, now in order to reduce your weight and body fat, you would need to eat fewer calories than you burn. If you eat more calories than you burn, you will put weight on and if you eat less, your body will begin to burn up the stored body fat. When you burn more calories than you eat and you start to use up your fat stores that is when you will lose weight because your body’s energy will be in a weight loss balance. Does that make sense?
(answer)
Have you ever heard of high protein diets or weight control programs?
(answer)
What Dr Heber and his fellow scientists discovered is that protein helps weight-loss candidates to control their hunger. He observed that most people have a diet that’s deficient in protein and that causes them to lose lean muscle mass and to crave food all the time. Because they don’t know exactly what kind of foods to eat, they invariably eat the wrong thing like carbohydrates such as chips or sweets and pies and they wind up putting weight on. In thousands of case studies he proved that when people know exactly what kind of foods to eat that satisfy their hunger and actually increase their bodies natural fat burning tendencies through lean muscle mass enhancement, they lose weight like crazy.
In a nutshell, when people exactly know what to do, and the solution is practical, they succeed with much higher frequency. Basically knowledge is power, and we aim to empower you.
The challenge with the high protein diet concept for most people is that they think all they have to do is eat more steak and take the bun off their hamburgers and they will lose weight. The problem with this approach is that they wind up eating proteins that contain too many calories and fats. This results in a small success on those programs in the beginning, but ultimately they put weight on! On our program we not only know how much protein you should be eating, but also exactly what kinds of protein so that you don’t wind up eating too many fats and calories. Your personal target protein levels are ______________. I will be teaching you how you can easily use this data to control your hunger and burn fat without having to count your foods.
Any questions so far?
(answer)
At this stage now, the best place to start is by analyzing what you currently eat on a normal weekday. That way I can tell you specifically how you will need to change your current eating habits. Is that ok?
(answer)
Part II: You need to identify exactly how much they spend each day on food. Use the If have a job questions or the Stay at home questions to help them identify all of their spending. WE NEED TO IDENTIFY AT LEAST R20 ($US 20) PER DAY – THE MORE THE BETTER!
IF HAVE A JOB
Let’s walk through a typical day, from the time you get up in the morning until the time you get home from work and get an idea of what you’re eating and how much it’s really costing you. · Do you eat breakfast at home or do you grab something on the way in to work? · A lot of people find themselves lacking energy around 10 or 11 in the morning – so they have a snack to build their energy back up. Do you snack on anything between breakfast and lunch? You know a bag of chips and a cool drink, a chocolate bar- anything like that? · What do you usually do for lunch? · How many cups of coffee do you have a day? · How many cool drinks do you have a day? · How about in the afternoon or on the way home? · What about when you stop for petrol – do you sometimes grab a snack? · What’s your favorite desert after dinner? · How about in the evening – between dinner and the time you go to bed? · What about the weekends? Do you ever go out for breakfast or lunch on the weekends? Ever order a pizza or anything like that?
IF STAY AT HOME
Let’s walk through a typical day, from the time you get up in the morning until the time you have dinner, and get an idea of what you’re eating and how much it’s really costing you. · Let’s start with breakfast – what do you usually have? Do you have a glass of juice with that? What do you have on your toast? Coffee? · A lot of people find themselves lacking energy around 10 or 11 in the morning – so they have a snack to build their energy back up. Do you snack on anything between breakfast and lunch? You know, a bag of chips and a cool drink, a chocolate bar – anything like that? · How about for lunch? Do you ever order take-aways for lunch? · What’s that cost you? And how many times a week do you order out? · How about in the afternoon between lunch and dinner? · What’s your favorite desert after dinner? · Do you ever go out for dinner? And what’s that usually cost? · How about in the evening – between dinner and the time you go to bed? · What about the weekends? Do you ever go out for breakfast or lunch on the weekends? Ever order a pizza or anything like that?
______________(name) as we’ve been talking I’ve been jotting down some notes. And if you add that all up – you’re spending about R____ per day, which adds up to R____ per month! And I think the reason we don’t really notice it, is because we don’t have to pay it all at one time. I mean, If you got a bill, once a month, that said _____________-(name) please send R_____ to cover the cost of breakfast and lunch for the month – most of us would probably think twice. The point I am trying to make is that the average person spends far more on daily snacks and eating than they realize.
I need you to understand this so that when I explain how our program works you aren’t surprised because you now realize just how much money you are wasting on snacks and foods that are making you overweight and unhealthy.
You can expect to lose 2-3kg of body fat per month on our program, so in your case with ___________of body fat you need to lose, you can expect that to take ________ months.
It’s important that you understand exactly what’s expected of you upfront and that you make a long-term commitment for at least that period of time. Do you think you will be able to make that kind of commitment?
(answer…..must be yes to go on)
What we do is get you into a healthy 3 meal a day eating routine. Two of your meals will consist of our unique and incredible high protein vitamin packed Formula 1 Shapeworks product which you can mix with soya or natural yogurt, diluted fruit juice or even with frozen fruits. We have a whole range of ideas and recipes that are all delicious and very filling. Your main meal which can be either lunch or dinner can be WHATEVER you normally enjoy but must be essentially protein based. You just need to cut back on the carbohydrates like rice and potatoes.
In addition you can have two high protein snacks during the day which can be roasted soy nuts or regular foods such as lean biltong, cottage cheese, even a chicken salad.
The beauty is you wont have to eat diet food, calorie count, or weigh or measure your food (that is all for me to worry about as your coach J ).
Most people struggle to eat as much food as we want them to eat!
This program is going to provide your body with 100% of your daily Nutritional and protein needs so that you feel satisfied, energetic and lose that body fat without reducing your lean muscle mass. It’s safe and easy to do.
We only market our program through consultants like me. We know that you need proper support and guidance to succeed and that’s why we don’t market through stores. We know that Success requires far more than just a bottle of tablets or a potion. If weight loss were that simple then everyone in the world would be at their goal weight!
In addition to the products, it’s important to drink plenty of water - and you will get the best results if you can build in some exercise into your routine. This doesn’t need to be heavy exercise, in fact walking has been shown to be the most effective exercise you can do for weight loss. Is it possible for you to build this into your routine as well? ……… YOU REALLY WILL BENEFIT EVEN IF IT IS 15-20 MINUTES WALKING PER DAY.
I don't believe giving you strict guidelines about what you can and can't eat is going to give you a good long-term result. You need to learn what foods make you feel good and then when you realize, you will naturally choose to eat those foods instead of craving the food types that are currently gaining you weight. Our program will be maintaining your lean muscle mass to keep your metabolism high with the right kind of proteins. Your energy will improve along with your shape.
(give appropriate testimonial now. 30-60 seconds maximum with focus on losing weight, enjoying the program, good energy, no hunger and improving your body shape) .
OK, we have one basic program for you and then you can add some of our accelerator products to that if that fits within your budget and you want to lose the weight a little faster and easier.
The basic program consists of 4 products and costs only R20 per day. Now remember that you will be using these products instead of all that junk food we discussed which is currently cost you ______ per day. My personal services are free, but I can only handle about 20-30 customers per month so I am very careful about who I take on as a customer because I cannot afford to waste time with anyone who isn’t deadly serious. I think from what you have told me, you are serious enough. Do you still feel that you are deadly serious about losing the weight?
(answer…must be a strong yes)
I don’t know if you are aware of all the dangers of being overweight. I thought I might just mention it right now, but you run an increased risk of diabetes, heart disease and cancer from excess weight. In addition, the latest scientific evidence shows that fat cells give off hormones that totally throw they body’s regular balance off. That can lead to all kinds of other health complications. None of us can afford to be overweight. We have got to get control of this weight of yours right now! What do you think?
(answer. You must get a yes here. wait for it in silence)
Ok, as I was explaining the program consists of a 3-4 week supply of:
1. Formula #1, our meal replacement formula which comes in 4 flavors, chocolate, vanilla, strawberry and tropical fruit. This product is unique to us and contains a broad spectrum of vitamins in a highly soluble form. This is the core of our own proprietary technology called “Cellular nutrition”. This amazing technology allows for absorption at a cellular level of all the vitamins in the formula. It is truly revolutionary. 2. Fibre & Herb provides your body with all the Fibre to needs on a daily basis and detoxes your digestive track so you are able to digest all the nutrition your body is now being fed 3. Our own Formula 2 multivitamin tablet which gives you additional vitamins not in formula #1 and also an added amount of fiber. 4. Personalised Protein Powder our own proprietary blend of whey and soy protein in a flavorless mix that allows you to beef up the protein content of anything from a shake to a bowl of soup.
As I said this works out to R10 per meal, which is R20 per day or R620 for the entire program. Now remember that this cost is instead of what you told me you are currently spending which means you will be saving _________ per day or _________ per month.
How does that sound?
(answer)
Tie Down #3 – (COMMITMENT TO TAKE ACTION)
Would you like to start on that program right away then?
Do not continue until they reach a point of commitment. Until they say yes.
(wait for the answer yes/no and don’t be scared of silence on the phone)
If, YES then call was a SUCCE$$!!!!: Click here for the correct way to end the call and get the Order!
If they have an OBJECTION: 1. Stay calm – be nice
Say this: “ ________(name) no problem, I understand completely, and by the way, thanks for being up front with me.”
2. Try to answer or deal with their objection. 3. If you can’t overcome the objection then it may be best to let them think about it and refer them to your information site.
If you can’t get a commitment and overcome the objection(s) - close the call like this:
_________(Name), I talk to a lot of people about losing weight, after all this is my job. And the bottom line is this; unless losing weight is very important to you, no program is going to work for you. And I’ve talked to enough people that I can tell when it’s important and when it’s not. And I’ve got to tell you that it just doesn’t sound very important to you at the moment. I certainly don’t want you to start something that you’re not ready to follow through on. It’s better to wait until you’re really ready. Maybe you just need to think about what you want to do and read some more information? ………..How does that sound?
(answer)
In the meantime to help you with that additional information, why don’t you go and visit my information website At www.your-web.com/information . Did you get that down?
(answer)
I look forward to helping you in the future to shed that weight if you like what you see at that website. Bye for now…(end call)
YES Sale SUCCE$$ - commitment obtained to go ahead
Our basic starter program consists of
ü The formula #1/Shake is your main meal component ü The formula #2 is an additional multivitamin ü The formual#3 is a product to personalize your protein intake ü The Fibre & Herb provides your body with the Fibre it needs to get maximum absorption
(wait for answer in the affirmative. Don’t be afraid of silence)
___________(name), Now I want you to know that you’re not going to be alone in this. I’m going to be your coach – in fact I’m going to be talking to you at regular scheduled intervals – and we’re going to do this together. In fact let me give you my information right now. Do you have something to write with?
Give your name, phone number, and email.
OK (name) Let me verify your information.
Verify shipping address and full name, phone # etc...
____________(name) I’m really excited for you and we’re going to have fun doing this too. Oh, by the way, did you want to put that on a credit card, a will you be doing a transfer? __________(name) which is easiest for you?
(answer)
Do you have the number handy by any chance? And the expiry date?
(Take order quickly and efficiently and get off the phone. Do not talk on otherwise you might talk yourself out of a sale)
Your products will be coming from Herbalife International and the charge is:
Ok, that’s great. Please check your email for a confirmation of all this. I want you to call me as soon as your products arrive so that I can explain to you how to use them.
I look forward to working together, bye for now. (End call) |