Complete Sales Scripts

This document contains proven scripts, templates, and 25+ objection handlers for discovery calls, sales conversations, email sequences, and client communications. Each script is designed specifically for holistic and integrative wellness coaches selling high-ticket transformation programs from $2,500 to $5,000+.

Pre-Call Setup (5 minutes before)

Phase 1: Rapport & Agenda Setting (3-5 minutes)

You: "[Name], thank you so much for taking the time today. I reviewed your application and I am genuinely excited to dig in with you. Before we start, I want to make sure we are aligned on how this call works. My goal in the next 30-40 minutes is to understand exactly where you are right now, where you want to be, and whether my coaching is the right fit to bridge that gap. If it is, I will share exactly what that looks like and answer all your questions. If it is not, I will point you toward resources that might serve you better. Does that sound good?"

[Wait for confirmation.]

You: "Great. To get us started, tell me — what motivated you to book this call today? What is the specific challenge or goal that brought you here?"

[Let them speak uninterrupted for 2-3 minutes. Take detailed notes. Resist the urge to solve anything yet.]

Phase 2: Current State Exploration (10-15 minutes)

You: "I want to understand your full picture. Walk me through a typical day for you — from when you wake up to when you go to bed. What does your energy, your eating, your movement, your stress level, and your sleep look like?"

You: "What have you already tried to address this? What worked, even a little, and what completely failed?"

You: "When you think about the cost of staying exactly where you are right now — not just financially, but in terms of your energy, your relationships, your confidence, your longevity — what does that cost look like one year from now? Three years?"

You: "If nothing changes — if you continue on the exact trajectory you are on right now — where do you honestly see yourself six months from now? Be honest."

Phase 3: Desired State Visioning (5-10 minutes)

You: "Let me ask you to step into a different future. Imagine we are having this conversation six months from now and everything has transformed exactly as you hoped. What is different? Be specific — what do you feel when you wake up? How do you move through your day? What are people saying about you?"

You: "On a scale of 1 to 10, how important is making this transformation? And what makes it a [number] rather than a [number minus 2]?"

You: "What would becoming this version of yourself make possible in your career? Your relationships? Your legacy?"

Phase 4: Gap Analysis & The Bridge (5-10 minutes)

You: "Here is what I am hearing. You are at [current state], and you want to be at [desired state]. The gap between those two places is not information — you have read the books and tried the programs. The gap is [customized: integration, personalization, accountability, nervous system regulation, metabolic repair, etc.]. Does that feel accurate?"

You: "The clients who get the best results with me share three qualities: [quality 1 based on their application], [quality 2], and [quality 3]. From what you have shared, I see those in you. Here is what working together would look like..."

Phase 5: The Invitation (5-10 minutes)

You: "I work with clients through my [Program Name], which is a [duration] comprehensive coaching program. Here is exactly what that includes..."

[Present your offer using the Solution Presentation Script below.]

You: "The investment for [Program Name] is [price]. I offer [payment plan option] to make this accessible. Based on everything you have shared, does this feel like the right next step?"

[Silence. Wait for their response.]

For the Skeptical Prospect

You: "[Name], I know you have probably tried things before that did not work. I want you to know that skepticism is healthy. My job today is not to convince you. It is to understand your situation and determine if I can genuinely help. If I cannot, I will tell you. Fair?"

For the Overwhelmed Prospect

You: "[Name], it sounds like you have a lot on your plate right now. I want to honor that. We do not need to solve everything today. We just need to understand if there is a fit. Let us take this one step at a time."

For the High-Achiever Prospect

You: "[Name], I can tell you are someone who expects excellence — from yourself and from the people you work with. I appreciate that. Let me be direct: I work with high-achievers who are ready to apply the same rigor to their health that they apply to their career. If that is you, we are going to have a great conversation."

Use these questions throughout the discovery call to uncover pain, urgency, and commitment:

You: "Based on everything you have shared, the gap between where you are and where you want to be is clear. The information is not the issue — you have read the books, tried the programs, and followed the plans. What is missing is [personalized gap: integration, personalization, accountability, nervous system regulation, metabolic repair, etc.].

That is exactly what we address in my [Program Name]. Here is exactly what you receive:

The Core Program:

What Makes This Different:

The Investment:

The investment for the complete [duration] [Program Name] is $[price].

I also offer a payment plan of [plan details] to make this accessible.

[Name], based on everything you have shared today, does this feel like the right next step for you?"

[Silence. Wait for their response. Do not fill the silence.]

Presenting Price with Confidence

You: "The investment for [Program Name] is $[price]. This includes [list everything included]. Payment can be made in full or via [payment plan details]."

[Pause. Count to 10 silently. Let them process.]

If They Express Surprise

You: "I appreciate that this is a significant investment. And I want to put it in context. You mentioned that [cost of inaction] is what you are experiencing now. Over the next year, that is [annualized cost]. This program is designed to [solve that] within [timeframe]. When you look at it as an investment in [transformation] rather than an expense, how does that shift things?"

If They Compare to Cheaper Options

You: "I completely understand the comparison. And I want to be transparent: there are less expensive programs available. The question is not whether you can find something cheaper. The question is whether you can afford to try another approach that does not address [root cause]. My clients come to me after spending [amount] on programs that did not work. This is the last program they need."

Handler 1: "I need to think about it"

You: "I completely understand. This is a significant decision. May I ask what specifically you would like to think through? Is it the timing, the investment, or whether this is the right approach for you?"

[Listen to their specific concern. Address it directly.]

Alternative: "Of course. What information can I provide that would help you make this decision with confidence?"

Alternative: "I respect that. And I also want to make sure we do not lose momentum. You shared that [urgent pain point]. What would need to be true for you to feel confident moving forward today?"

Handler 2: "I cannot afford it"

You: "I completely understand. Investing in coaching is a significant decision, and I respect that you are being thoughtful about it. Let me ask you this — if we were to find a way to make this work within your budget, is this the program you would want to move forward with?"

[If yes, proceed to payment plan conversation.]

You: "I hear you. And I want to acknowledge something important. You have already invested [mention what they have spent on failed solutions]. The real question is not whether you can afford this program. The question is whether you can afford to stay exactly where you are for another six months, another year, three years. When you add up the cost of [lost energy, medical expenses, relationship strain, career stagnation], what does that number look like?"

[Let them calculate.]

You: "This program is designed to [specific outcome] so that [specific benefit]. When you look at it that way — as an investment in [transformation] rather than an expense — how does that shift things for you?"

[If still resistant:]

You: "I want to make sure we find the right fit. Would it be helpful if I shared the payment plan breakdown, or would a shorter program make more sense as a starting point?"

Handler 3: "I need to ask my partner/spouse"

You: "Of course. I would want my partner to be part of a decision like this too. What information can I provide that would help that conversation?"

Alternative: "Would it be helpful if I recorded a brief video explaining the program so your partner can hear it directly from me? I can also send a one-page summary of the investment and expected outcomes."

Alternative: "What concerns do you think your partner might have? Let me address those now so you are both fully informed."

Handler 4: "I want to try on my own first"

You: "I admire your commitment to self-sufficiency. What is your plan, specifically? And what will be different this time compared to your previous attempts?"

[Let them answer. If their plan is vague or similar to what failed before:]

You: "You have tried [specific approaches they mentioned earlier]. And you are here because they did not get you to where you want to be. The definition of insanity is doing the same thing and expecting different results. This program is what is different."

Handler 5: "The timing is not right"

You: "I hear that. And I want to ask: when will the timing be right? What specifically needs to change?"

[If they mention a specific event or milestone:]

You: "I understand [event] is coming up. Here is what I have found: the clients who get the best results start before the 'perfect' time. They start when they are motivated, and the program carries them through the busy season. If you wait for the perfect time, you might wait forever."

[If they mention travel, work, etc.:]

You: "The program is designed for busy people. In fact, most of my clients have [similar constraints]. The coaching is flexible, and the protocols are designed to work with real life, not against it."

Handler 6: "I have tried coaching before and it did not work"

You: "I am sorry that was your experience. Would you be open to sharing what was missing in that experience?"

[Listen carefully.]

You: "What I am hearing is that [their specific gap] was not addressed. That is exactly what this program focuses on. In fact, [reference a client with similar experience who succeeded]. The methodology is different. The customization is different. The accountability is different."

Handler 7: "I am not sure this will work for me"

You: "I appreciate your honesty. And I want to ask: what specifically makes you unsure? Is it doubt about the method, or doubt about your ability to follow through?"

[If method doubt:] "Let me share [specific case study or data point] that addresses that."

[If self-doubt:] "That is actually the most common concern I hear. And it is why the program includes [accountability structure]. You will not be doing this alone."

Handler 8: "It is too expensive"

You: "I understand. Let me ask: what number would feel comfortable?"

[If they give a number significantly lower:]

You: "I hear you. And I want to be transparent: I do not discount this program because the value is the value. However, I do offer payment plans that can make this more manageable. Would [payment plan option] work better for your budget?"

[If their number is close:]

You: "What if we could get closer to that number without compromising the program? [Propose adjusted scope or payment plan.]"

Handler 9: "I need to do more research"

You: "Absolutely. What specifically do you want to research?"

[If they mention competitors:] "I encourage comparison. Here is what I would look for: [list criteria]. How does this program stack up against what you have found?"

[If they mention general research:] "What would you need to know to feel confident? Let me provide that now so you do not have to search."

Handler 10: "I am already working with another practitioner"

You: "That is great that you are already investing in your health. What is your current practitioner helping you with?"

[Listen.]

You: "I am not here to replace anyone. I integrate with other practitioners. In fact, many of my clients work with [functional doctors, therapists, trainers] simultaneously. What I bring is [specific differentiator: integration, accountability, customization]. Would it make sense to have both perspectives?"

Handler 11: "I have a vacation/travel coming up"

You: "Perfect. When is the vacation?"

[If vacation is during program:] "The program is designed to travel with you. In fact, many clients report that having the structure while traveling is incredibly helpful. I will customize your protocol for the travel period."

[If vacation is soon:] "That sounds wonderful. When you return, you will be refreshed and ready to begin. I can hold your spot with a deposit, and we will start [date]."

Handler 12: "I am not ready to commit"

You: "I understand. Commitment is a big step. What would need to be true for you to feel ready?"

[Listen. Address their specific needs.]

You: "Sometimes readiness is not a feeling. It is a decision. The clients who get the best results did not feel ready. They decided to be ready. What if you gave yourself permission to decide right now?"

Handler 13: "I do not have time"

You: "I hear that a lot from my clients before they start. And here is what they discover: the program actually creates time by increasing their energy and efficiency. [Name], you do not have time NOT to do this. How many hours per week are you losing to fatigue, brain fog, and low productivity?"

[Let them calculate.]

You: "The program requires [specific time commitment]. That is less than [comparison]. And it gives you back [specific benefit]."

Handler 14: "Can I start with just one session?"

You: "I appreciate your cautious approach. And I want to be honest: one session is not enough to create transformation. It is enough to get information, but not integration. The magic happens in the continuity, the accountability, and the progressive protocol adjustments over [duration]. That is why the program is structured as it is."

Alternative: "If you are not ready for the full program, my [lower-tier option] might be a better starting point. Would you like to hear about that?"

Handler 15: "What if I do not get results?"

You: "That is a fair concern. And it is why I offer [specific guarantee]. If you [conditions], and you do not [specific outcome], then [guarantee action]. I am confident in this program because I have seen it work for [number] clients with situations similar to yours."

[Reference specific case study.]

Handler 16: "How is this different from [competitor/program]?"

You: "Great question. I am familiar with [competitor]. Here is the difference: [specific differentiator 1], [specific differentiator 2], and [specific differentiator 3]. Most importantly, [the outcome or experience that is unique to your program]. Does that distinction make sense?"

Handler 17: "I am overwhelmed by options"

You: "I completely understand. There is so much information out there, and it is exhausting. That overwhelm is actually one of the problems this program solves. Instead of you trying to figure it out, I give you a customized protocol. You do not need to research, compare, or decide. You just follow the system."

Handler 18: "I am scared to fail again"

You: "I hear you. And I want you to know that fear is valid. You have tried before and it did not work. That hurts. And I also want to ask: what if this time is different? What if the reason it did not work before was [specific gap this program addresses]? This program is designed so that failure is not possible if you show up and follow the protocol."

Handler 19: "Do you offer refunds?"

You: "I offer a conditional guarantee. If you [specific conditions], and you do not [specific outcome], then [specific action]. I do this because I am confident in the program, and I want you to feel confident in your investment. Full details are in the agreement I will send you."

Handler 20: "I need to see results first"

You: "I understand. And I want to be transparent: I cannot guarantee results before you begin because transformation requires your participation. What I can share is that my clients typically see [specific early indicators] within [timeframe]. And I can share [specific case studies]. Would it help to speak with a past client?"

Handler 21: "My doctor said I am fine"

You: "I am glad your doctor gave you a clean bill of health. And I also know that 'fine' on a lab test does not mean optimal. There is a big difference between not being sick and feeling vibrant. My work focuses on that gap — moving from 'fine' to 'thriving.' Does that resonate?"

Handler 22: "I am too old for this"

You: "I appreciate that concern. And the research actually shows that the body responds to intervention at any age. I have worked with clients in their [60s/70s] who achieved [specific results]. The question is not your age. It is your willingness to start."

Handler 23: "I will start next month"

You: "What will be different next month?"

[Listen.]

You: "I have found that 'next month' often becomes 'next quarter,' which becomes 'next year.' The best time to start is when you are motivated — and that is right now. Let us get you started this week."

Handler 24: "I am not sure I can stick with it"

You: "That is exactly why you need a coach. Not because you are incapable of sticking with it on your own, but because doing it alone has not worked. The accountability, the customization, and the support structure in this program are specifically designed for people who have struggled to stick with things before. You are not broken. You just need the right system."

Handler 25: "Why should I choose you over someone else?"

You: "That is the right question to ask. Here is what I bring: [specific credentials], [specific methodology], and [specific client results]. But more than that, I bring [personal differentiator: your story, your approach, your commitment]. The best way to know if we are the right fit is to [next step: enroll, have a trial session, etc.]. What questions do you have that would help you decide?"

The Assumptive Close

You: "[Name], based on everything you have shared, I know this program is the right fit for you. Here is the enrollment link. Let me walk you through the next steps..."

The Alternative Close

You: "[Name], would you prefer to pay in full or use the payment plan?"

The Urgency Close

You: "[Name], I only have [number] spots available for next month, and [number] are already filled. If you are ready, I recommend securing your spot today."

The Summary Close

You: "[Name], you told me [current state]. You want [desired state]. The gap is [gap]. This program bridges that gap through [method]. The investment is [price]. Are you ready to begin your transformation?"

Follow-Up 1: Within 60 Minutes

Subject: Great speaking with you today, [Name]

Body:

"[Name], thank you for the conversation today. I am [excited to support you / grateful for your openness / looking forward to our follow-up on [date]].

[If enrolled: Your enrollment link is here: [LINK]. Your welcome packet will arrive within 2 hours of enrollment.]

[If follow-up scheduled: I have blocked [date/time] for our follow-up call. Here is the calendar link if you need to reschedule: [LINK].]

[If not ready: As promised, here are the resources I mentioned: [LINKS]. I am here when you are ready.]

Warmly,

[Your Name]"

Follow-Up 2: 24 Hours Later

Subject: [Name], one question for you

Body:

"[Name], I have been thinking about our conversation. One question keeps coming up for me:

What would need to change for you to feel confident moving forward?

No pressure — just genuinely curious. Your answer might help me serve you better, whether that is through my program or another resource.

[Your Name]"

Follow-Up 3: 72 Hours Later

Subject: The cost of waiting, [Name]

Body:

"[Name], you shared with me that [specific cost of inaction].

Every week that passes is another week of [specific pain].

I do not say that to pressure you. I say it because I genuinely believe you deserve better than [current state].

If now is not the right time, I respect that. And if there is anything I can clarify to make now the right time, I am here.

[Your Name]"

Follow-Up 4: 7 Days Later

Subject: [Name], a final thought

Body:

"[Name], this is my final follow-up. I want you to know that the door remains open, and I am here if you decide this is the right step.

In the meantime, I will continue sharing value through [newsletter/social media/podcast].

When you are ready, you know where to find me.

[Your Name]"

DM: Responding to "Tell me more about your coaching"

You: "I would love to! I help [target audience] [achieve outcome] through [method]. I have [number] spots open for next month. Are you looking for 1:1 coaching or a group program?"

DM: Responding to a Story Reply

You: "Thanks for engaging with that! It sounds like [topic] really resonates with you. Is that something you are working on right now?"

Text: Following Up After No-Show

You: "[Name], I missed you on our call today. I know life gets busy. Would you like to reschedule? Here is my calendar: [LINK]."

In-Person (After a Win)

You: "[Name], I am so excited about your results. Do you know anyone else who is struggling with [specific problem]? I would love to help them too."

Email (At Graduation)

Subject: [Name], will you help me help more people?

Body:

"[Name], as you complete [Program Name], I want to thank you. You are exactly the kind of person I built this program for.

Would you be willing to share your experience with 2-3 people who might benefit? Here is a simple message you can use:

'Hey [Friend], I have been working with [Coach Name] for [timeframe], and it has completely changed how I [specific outcome]. If you are struggling with [problem], I think they could really help you. Want me to introduce you?'

Thank you for helping me reach more people who need this.

[Your Name]"

Webinar Opening

You: "Welcome. I am going to teach you something today that most wellness coaches will never share. Not because they do not know it. Because it would mean admitting that most of what the industry sells you is incomplete. By the end of this session, you will understand [specific promise]. Let us begin."

Webinar Transition to Offer

You: "You now have the information. But here is the truth: information without implementation is just entertainment. The gap between where you are and where you want to be is not more knowledge. It is personalized integration, accountability, and a system that works for YOUR body. That is what [Program Name] provides."

14-Day Nurture Sequence

Day 1: Welcome

"[Name], welcome! Here is your [lead magnet]: [LINK]. Start with [specific action]."

Day 2: Quick Win

"[Name], try this today: [5-minute action]. Then reply and tell me how it felt."

Day 4: Story

"[Name], I want to share something personal... [Your vulnerable story]."

Day 6: Education

"[Name], [common advice] sounds logical. But here is what the research actually shows..."

Day 8: Social Proof

"[Name], meet [Client]. [Before/after story with specific results]."

Day 10: Objection Handling

"[Name], the most common objection I hear is... [Address it with new perspective]."

Day 12: Vision

"[Name], picture this: [vivid desired state description]."

Day 14: Direct Invitation

"[Name], are you ready? I have [number] spots open. Book your call: [LINK]."

You: "[Name], I know we have been talking about 1:1 coaching. And I want to make sure we find the right fit for where you are right now. If the investment for 1:1 feels like too much of a stretch, I want to tell you about another option.

I run a [duration] group program called [Program Name]. It is [number] women going through the same transformation together. You get the same [core methodology/protocol] as my 1:1 clients, plus the power of community and peer accountability.

Here is what is included:

The investment is $497 — less than a quarter of the 1:1 program.

If you are ready to transform and the group setting feels right, this is an incredible way to start. Many of my group clients eventually upgrade to 1:1 after seeing results.

What do you think? Does this feel like a better starting point?"

You: "[Name], I have been researching [Company] and I am impressed by [specific thing]. I also noticed [industry trend or challenge].

I spent [years] as a [corporate wellness role], and now I work with firms like [similar company] to [specific outcomes: reduce turnover, lower healthcare costs, improve engagement].

Recently, [similar company] implemented my [program] and saw [specific results: 22% turnover reduction, $X saved, etc.].

I would welcome a brief conversation about whether something similar could be relevant for [Company]. Would a 15-minute call next week work?"

Clozo Academy Proprietary Curriculum — The Wellness Coaching Growth System Pro