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Hey Coach!

Let me guess … you hate selling!

That's how I used to feel until I created the No-Sleaze Sales System!

This step-by-step system will show you how to enroll clients without feeling like a used car salesperson.

Not only will you enroll more clients, but you'll have fun doing it.

I promise!

Hugs,

P.S. - Throughout this guide I use the word “she” and reference weight loss because I help women shed the weight that holds them back so they can play to win in every area of their lives. Adjust as needed to reflect who you serve and what you do. .

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© 2019 EatTrainWin, LLC All Right Reserved

No part of this guide or portions thereof may be reproduced or distributed without the express written permission of Christie Miller.

How to Structure Enrollment Calls Enrollment is an art.

And the only way to get better at it is to practice, practice, practice. This guide describes the 3-Part Enrollment Formula I developed based on different workshops I took, books I read, and coaching I received over the years.

Here’s an overview of the 3-Part Enrollment Formula:

It’s pretty simple: interact, inquire and invite.

• Phase One is Interact. This warm-up will get you in the right mindset, break the ice,

and prevent you from turning into a freaky robot in your enrollment calls.

• Phase Two is Inquire. This is where you really get to know, acknowledge, and empower

her to change.

• Phase Three is Invite. WooHoo! This is where you extend an invitation, work through

the objections and celebrate her decision.

Each of the three phases has three steps. When you master this formula, you’ll be surprised

how much you love enrollment calls. Seriously! I promise.

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STEP 1: BELIEVE IN YOURSELF. IF YOU DON’T BELIEVE YOU CAN CLOSE THE SALE, THEN YOU PROBABLY WON’T!

Warning, this may sound a little bit woowoo, but it works. You must come into the call with

the belief she will say yes. Beliefs are made up, so rather than get all stressed out thinking she

will say no, pick the belief she will say yes. Again, I know this may sound woowoo but give it a

try anyway.

I take time to center myself and connect with the Universe’s energy by standing with my feet

in the ocean. I say a prayer to help me take this person to their highest possibility and make

enrollment an easy yes if this is the right fit.

Take a moment to ground and center yourself in a way that feels good to you. Getting out in

nature for a minute or two will make a big difference.

Starting the call with confident relaxed energy really makes a difference. Remember she is on

a call with you for a reason … she is interested in what you have to offer.

STEP 2: ENGAGE WITH THE CLIENT. NERVES CAN MAKE YOU FORGET THIS STEP AND TURN INTO A ROBOT.

Have some fun here by spending a few minutes asking her where she lives, how she found

you, and other ice breakers so you can make a true connection.

Be personable, set the mood, and thank her for her time.

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PHASE 1: INTERACT

STEP 3: INFORM OF THE PROCESS. EXPLAIN YOUR AGENDA FOR THE CALL SO SHE KNOWS WHAT TO EXPECT.

Here’s how I typically describe my process:

It’s my intention to cause a breakthrough during this call and to deliver a tool that will

enable you to start living healthier right now.

Before we dive in, let me explain how I like to handle these sessions:

• I’ll start by asking you what you really want and we’ll look at the obstacles that may

be in your way.

• Then I’ll take you through a weight loss breakthrough exercise.

• After we complete the breakthrough exercise, I may invite you to join one of my

group programs or work privately with me. Is that okay?

• Great, please know that I don’t extend an invitation to everyone. This doesn’t mean

that I’m good and you’re bad or that I don’t like you. It simply means I don’t think

we are a good fit, I don’t think you need my coaching services, or I don’t think I

have to the tools to help you. Is that okay?

• Cool, let’s dive in.

At this point she has acknowledged there may be an invitation to work with me at the end of

our session and doesn’t have to worry about “when will she try to sell me something.” I have

her buy-in and we are ready to go. Plus she may be secretly hoping for an invitation.

Approximately 15% of my Weight Loss Breakthrough Sessions end without me extending an

offer. And about 50% of the offers are accepted and convert into paying clients. This formula works! So keep practicing.

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STEP 4: VISUALIZE THE RESULTS. HELP THE CLIENT TAP INTO WHAT IS REALLY POSSIBLE.

I begin by helping her visualize their results. I do this by asking, “When we meet 6 months

from now, what would you be really giddy to tell me you accomplished?” This helps her paint

the picture of success.

I ask her to close her eyes and picture herself reaching that goal. I ask her to tap into the

feelings and emotions. Clients make purchase decisions based on emotions, so it’s important

to help her see and feel her future success. When it comes to weight loss, many don’t believe

it’s possible and without a small belief she will never invest in your coaching or enroll in your

programs.

If she only talks about weight loss, ask about other areas (wealth, relationships, home

environment, etc) so you get a full view of their current life, hopes and dreams. Weight loss /

healthy living does not happen in a bubble.

If she starts talking negatively, say “do not say what you don’t want. The Universe gives you

what you’re talking about and thinking about and it doesn’t understand the word don’t.”

Some people, particularly women who have been burdened with extra weight for decades,

can’t imagine a different life. They feel trapped and can’t visualize a body without excess

weight. Be patient. Ask engaging questions. Then paint the picture of what she didn’t say but was felt

from her responses.

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PHASE 2: INQUIRE

STEP 5: ACKNOWLEDGE THE RESISTANCE. MOST PEOPLE KNOW WHAT TO DO BUT THEY AREN’T DOING IT.

It really helps you see her struggles by knowing what stops her. But don’t use those words

because they may come across as judgmental. Instead, ask her what obstacles she foresees in

between where she is now and her goal.

Really listen and take notes because you’ll want to touch on these points later.

STEP 6: EMPOWER THE CLIENT. DISCOVER THE DEEP EMOTIONAL REASON SHE WANTS TO LOSE WEIGHT.

You know what she wants and what’s getting in her way, so now it’s time to empower her to

make permanent change.

In this step, I take her through the Weight Loss Breakthrough Exercise that I call WhyPower. I

introduce this step by telling her I’m going to ask her a question and I want her first thought,

not a long sentence or explanation. I tell her this process is meant to be rapid fire and if I

interrupt her it’s not because I’m not listening, or don’t care, it’s that the process works best

with that momentum.

I begin by asking her why she wants to lose weight. Then I ask why that’s important. And why

the reason she just gave me was important. And so on and so on and so on until she hits an

emotional cord.

Many of my ladies cry, get goosebumps, scream or giggle when going through this exercise.

That’s when you know she hit her WhyPower. Summarize it for her and see if she can tell a big

difference between her initial answer and this WhyPower.

Take great notes here because they come in handy when she becomes a client and hits a

rough spot.

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STEP 7: ASK FOR PERMISSION. BEGIN THE INVITATION PROCESS BY ASKING FOR PERMISSION AGAIN.

Okay, you interacted and inquired. Now it’s time to extend an invitation if you think she is a fit.

If not, then encourage her to continue tapping into her WhyPower and end the call.

Here’s how I do it:

Your willingness to really dive into your WhyPower shows me you’re ready to shed the

weight that’s holding you back. Your desire to [insert final WhyPower that caused

emotions] is an extremely strong why. That’s why I think you’re a great fit for my 90-day

Weigh to Win Program. Is it okay if I tell you about it?

She says yes and I give her an overview of the benefits of the program, discuss some success

stories, and pinpoint how certain parts of the program will help her overcome the exact

obstacles she predicted in Phase 2.

Some ladies will say yes on the spot after asking questions. Others will throw up objections.

STEP 8: HANDLE THE OBJECTIONS. MOST OBJECTIONS ARE HIDING THE UNDERLYING ISSUE.

“I don’t have time” and “I can’t afford it” are the two most common objections. These are

rarely true, so stand for her and investigate the true issue.

Being busy is an intimacy issue. And what I mean about that is it’s the most common excuse

that keeps us from pursuing our goals.

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PHASE 3: INVITE

When we conveniently blame time, it lets us off the hook. Take the time to explore her

schedule, discuss how you can help her make healthy living efficient, and talk about doing

what she can without trying to be perfect.

I can’t afford it is a value issue. She either doesn’t value herself enough to make an

investment of her money (it should be spent on something else), doesn’t trust herself to do

the work (because she tried and failed so many other times), doesn’t value your program

(probably because you haven’t explained it very well), or doesn’t trust that you can help her.

Listen to her words and walk her through what she is feeling.

You can dive deeper with these questions:

• How often does money stop you?

• Are you open to me coaching you thru this money piece because the breakthrough you

have here will help you lose weight and live healthier?

• Okay, are you willing to make a change in your life? What’s the value of being in a

different place? What is the price of being in a healthy body and state of mind?

• What would it feel like to be at your happy and healthy weight? How painful is it to be

where you are now? Look, I get it. I understand. I remember when I was hiring my first

coach. And what I know for sure is nothing changes unless you change and it takes a

willingness to do something different in order to make this happen. So historically if

you don’t invest in yourself, now is the time. Think of some of the top athletes in the

world. They are where they are at because they have a big team around them coaching

them to get where they get. I spend $________ a month on coaches for me. I’m very

clear I wouldn’t be here without them.

• Okay, great can I ask you a question? Do you want to do this program? Is it

something that you feel can change your life? So if it wasn’t about the money would

you do it?

• Can you not afford it, or are you just scared about what it will look like to be a different

person?

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I need to talk to my husband / partner. As a woman who has been married 30 years, I totally

understand wanting to talk to a spouse / partner before making a big investment. Here’s how I

often address the issue:

I get it because I’ve been married for 30 years. Can I share with you something? It’s kind of

personal and I don’t share it with everyone. One thing I’m really certain about is when I’m

scared, he’s scared, when I’m worried, he’s worried, when I’m certain he’s certain. And

there’s nothing I can’t enroll him in if I’m certain. A guy just wants his wife happy. And he

doesn’t want you to complain again about being fat. The powerful woman that you are, I

am clear that you will enroll him in that vision. Do you want some coaching on that?

If your husband supports you, that is amazing. Right there is a huge win for you. So what

will it take to let go of the money story stopping you so you can step into your new body

and weight. How we do one thing is how we do everything in our life. Once you break

through this money piece and allow yourself to invest you are saying I am worthy, I am of

value, I deserve it. And when you relax in your body, the weight comes off.

I need to think about it. Ask what she will be thinking about. What other information does

she need? And let her know her inner critic will use this time to tell her every reason why she

shouldn’t join. This is another great opportunity to coach her to clarity.

If she chooses to think about it, do not get off the phone without setting up a follow-up

appointment. And to increase the chances she actually shows up for the call, give her some

homework to do and tell her you will work through it in your next session.

STEP 9: CELEBRATE THE DECISION. THERE IS POWER IN CLARITY - CELEBRATE ALL DECISIONS.

At this point, many clients will become a clear yes or a clear no and you get to celebrate the

decision. If she is a YES, then immediately begin the on-boarding process. If she is a no, wish

her well and end the call.

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NOTES and DOODLES

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NOTES and DOODLES