Call 2: Discovery & Chunk Down Questions - Be curious

Probe (Challenge), Clarify (Gather Data to help them) & Confirm (hold them to their word=TD)

Identify the PROBLEM, NOW-CHUNK DOWN – How does it affect you & how make you feel? Identify the Prob. /w the Problem- why it’s a problem

We are looking to elicit some emotions with these questions.

ICP - PROBLEM

1-Pain - I have a problem that is keeping me from my desired goals

2 Types of pain: (depends on prospect's perspective)

1. Problem/pain (pain to normal) – moving away from

2. Unfulfilled Desire (from normal to above normal) – moving towards (longevity)

Light a Fire under their butt…THIS IS PAINFUL! (Does this hurt? – Poke & Prode)

· How long has it been going on?

· How long has it been like this?

· How long has it been since you were that weight?

· How does that make you feel? (can’t fit into cute clothes, wear a swimsuit, can’t play with Gkids, etc.)

· How is that affecting you?

· How is that impacting you?

· How is that impacting your life, family, job?

· How is this impacting your confidence level in terms of actually wanting to do this successfully?

· Just curious is there anything that’s happened recently that has caused you to want to address this? (Why now?)

2-Doubt – I can’t fix it on my own, doing it costs time & money (T & E) – Watch for Balance Here

· Do you feel like you can fix this on your own?

· Have you done so before?

· What have you tried on your own to fix this problem? (doubt) (Is it because you don’t know how?)

· Have you encountered this problem & actually gone on and resolved it before?

· (if they haven’t …,is it likely going to continue to happen because they don’t know the solution OR they’ll try & it’s going to cost them time/money = waste)

· Would you like to have a clear pathway on how to do that? (fix XYZ)

· What’s the missing link, why do you think you aren’t there yet (healed/lost weight, etc.) from your perspective? (Constraints)

· Do you feel like you are getting the proper help and support? (doctors/family)

· What has you feeling you won’t succeed? (share testimonial)

3-Cost/Consequences (future) – Price willing to pay for inaction, will the problem go away on its own, if you do nothing, what’s the likelihood?

· What is going to happen if you continue to do things the way you’ve been doing them now?

· What’s the likely future that’s gonna happen if you decide not to fix this problem?

· What are the consequences if you don’t do something about this?

· What’s the order of consequences {ex. lose 10lbs} that will likely happen if they don’t address THAT, “they have a problem and no solution to fix it”?

· What is the ultimate price you’re willing to pay to not actually fix the problem?

· What are the cost & consequences associated with that?

· Hey, like if you don’t figure this out & start healing your body, losing weight, etc.….

· What other plans do you have to get there? (Best Idea)

· Let’s say you never do this (fix the problem) what happens?

· How do you plan on actually being there for your family that needs you, doing your job effectively, etc.…? (Ok, do you want to settle for that?) LIKE Sherri’s Diaper Example

· You are approaching the later years (enjoying kids' weddings, grandkids, and retirement) right now. Can you even imagine enjoying that time of your life with the way you feel now? (I.E.)

· Are you on track to getting back your health, losing weight, and enjoying life again? (I.E.)

· Name, here’s my concern….what if you don’t do anything about this…and you continue to XYZ (not heal your digestion and lose the extra 75lbs/balance your blood sugars/care for your thyroid)…have you considered what the consequences are for your health in 5-10 hrs (ability to care for your family, etc.)..at that point?

4-Solution – Tried, what happened, why not try yet? (Strategies)

· What have you tried? (strategies to fix the problem)

· How did that go?

· Did you give your best effort to make sure it worked?

· i.e. Previous Program - Is there anything specifically you’d have wished you had gotten in that program that would have allowed you to fix XYZ? (give them data on how this will be different)

· What worked?

· What didn’t work?

· How long did you try it?

· Did you get (goal)?

· Did it produce the results you are looking for? (why not?)

· How much time do you spend searching for answers and trying diet programs and answers only to feel frustrated at the end? Can we use that time more effectively – allocate the small amt of time you do have to getting results as opposed to pin the tale on the donkey, spinning your wheels, or trial & error?

· TD – Would you agree….

· If you haven’t tried anything…Why not?

· Why haven’t you tried anything yet?

· Why is now the time to try new things?

· If you’re aware there is a problem, what is it that is holding you back from actually knowing how to fix it?

o Is it a willpower thing?

o Is it lack of education on how to actually do so?

· Is now the time to do so? (fix the problem)

Missing Link

· What’s the missing link? Why do you think you aren’t there yet (Solved the problem)

· What’s prevented you from doing that?

Other Questions

· Have you gotten specific on…

· Do you have an idea on…

· What would you say is the specific problem…

· Do you feel like your current actions are getting you the results you are looking for?

· Have you ever …. had a health coach, tried to solve this before or is this your first time?

· Do you need help figuring out how to … eat for your situation?

· What type of help are you looking for?

· I was just curious if you had thought about that part of your health journey/life yet? (how to eat healthy while on vacation, holidays) (if the situation worsens – cost/consequences)

· You haven’t thought about that yet? Is that correct?

· Do you feel the path you’re currently on could be successful without support and guidance? (Do it Yourself - Objection)

· TD – If I were able to help you (fix ICP and get DCT) is that something you’d be open to /interested in?

· How are you doing it now?

· Do you have a process to …get healthy, lose weight, and stay on track regardless of stressors in your life?

· Walk through your daily routine. (Show the gaps)

· Do you need help with… (navigating what to eat for your situation/ meal planning and prepping)?

· Problem with the Problem - Where do you see it going 6 mo. from now if you don’t (fix ICP) improve your digestion and healthy habits to get (DCT) back your health?

· Just curious, what has you wanting to seek out help for this issue?

· How much time are you allotting currently (to your health & self-care/meal prep)?

· Why is this a priority in your life now, or is it?

· Are we planning to do anything? (No=No Time=No Invite) (Desire)

· How much time per day, per week, are we dedicating now to reach your goal?

· Per day, per week, what are we doing now to reach your goal, how much time?

*Problem with the Problem (Internal Pressure - GOAL)

Where do you see it going 6 mo. from now if you don’t fix your XYZ health problem?

An Important Note