Script:
SZ Pre-Close Questions

Pre- Close Questions

 

1.  "Do you agree you feel better now than you did before you walked in today?"

 

Asking the member right after their demo "does your (insert problem area) feel better now than you did before you walked in?" immediately following the stretch session, confirms that the stretch focused on the right area, and they have a sense of instant relief. It is important to get a "yes" to this question to move onto to the recap of the session.

 

2.  "Let's go over everything that was discovered during your stretch session today."

 

The second pre-close is a recap of their session. It is crucial before moving onto going over the memberships, that the sales associate reviews the practitioners' notes on the session overview RX pad. This should include what they worked on, what they discovered during the Range of Motion assessment and stretch session, what they recommend is focused on during the next session, and the frequency at which they come in each week.

 

3.  "Let's go ahead and get your next session booked."

 

The last of the steps in the pre-close will be to get the clients next session on the books. This not only shows that they enjoyed the session but are also committed to coming back. By using the information collected during the intake form about the best days and times for them to come in each week, you are holding them accountable to the schedule they have already committed to earlier in the demo. "Let's go ahead and get your next session booked. Earlier you said that Wednesday's mornings would work the best for your schedule. Does a 9am or 10am work better for you?"