How to Sell Anything! $6,500 Sales Script (FREE)
TL;DR
Chris Do recounts being sold a $4,500 personal training program by a friend, then deconstructs the entire sales process step by step. The story illustrates a repeatable consultative sales script built on commitment escalation, the "why" question, and objection removal — not product pushing. ---
Key Concepts
Artificial scarcity
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Claiming limited spots to create urgency (e.g., "I only have 3 open slots")
Commitment escalation
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Getting the prospect to repeatedly affirm their desire out loud, making them psychologically invested before any pitch
The Why question
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Asking the prospect why something matters to them — causes them to sell themselves
Reverse scoring trap
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Asking "why isn't your score lower?" instead of "why is it a 10?" — opens the prospect up without triggering sales resistance
Lead magnet + call to action
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Offering something free/valuable to get a hand raise, then converting that into a call
Objection pre-handling
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Anticipating and neutralizing objections before the prospect raises them (e.g., "can you commit to just 3 days a week?")
Social proof / demonstration
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Consistently posting content that shows the result you deliver — your "abs," whatever that means in your field
Notes
§Building Credibility Before the Sale
- Consistently post content around your subject matter expertise
- Show the end result your target customer wants — the equivalent of "six-pack abs" in your niche
- People will not buy from someone who hasn't demonstrated they can deliver the outcome
- Social proof does the pre-selling before any conversation happens
§The Hook: Scarcity + Commitment
- Post a call to action with artificial (or real) scarcity: "I have 3 open slots — comment X if you're serious"
- The phrase "only if you're serious" forces a micro-commitment before the prospect even responds
- When the prospect responds, confirm: "Are you really serious?" — a second commitment point
- By the time a call is booked, the prospect has already committed twice
§The Sales Call Structure
- Lead with what you already know about the person
- Show you see them, understand them, believe in their ability
- Goal: build rapport and lower defenses immediately
- "Out of curiosity, why is [goal] so important to you?"
- Let the prospect talk — they are now selling themselves to you
- Do not talk about yourself, your credentials, or your past clients
- 100% of the conversation should be about them
- "On a scale of 1–10, how important is this to you?"
- Forces the prospect to put a number on their pain or desire
- Higher the number = deeper the hook
- "Why isn't your score lower?" (not "why is it a 10?")
- Asking why it's a 10 signals the pitch is coming — prospect gets defensive
- Asking why it's not lower creates a safe space; prospect over-explains and deepens their own commitment
- Know your customer type well enough to anticipate their objections
- Reframe the ask to be small and manageable: "Can you commit to just 3 days a week?"
- Get a "yes" to each small commitment before revealing the full program
- Example: "Can you eat 3 meals a day? Can you give me 3 workouts a week? Can you commit to 9 months?"
- "Do you want to know what my program is?" — framed as a courtesy, not a pitch
- By this point, saying no feels socially awkward; the prospect is too deep in the funnel to exit
- Don't let the prospect leave to "get their credit card" without waiting
- For timing objections: "No problem, we'll start in January" — defer, don't lose the sale
- Every objection gets a calm, immediate kill
- Never discount your rate
- The only acceptable discount is for paying in full upfront (e.g., $4,500 vs. $500/month)
Actionable Takeaways
- Build your "abs" in public — post consistent proof of your results before any sales conversation happens
- Use scarcity + a specific call to action to filter serious prospects and get hand raises
- Never start a sales call by talking about yourself — ask the Why question immediately and listen
- Use the 1–10 scale to quantify how much the prospect wants the outcome
- Always ask the reverse question ("why isn't the score lower?") instead of asking why it's high
- Pre-handle objections by breaking the commitment into small, easy-to-say-yes-to pieces
- Stay on the call — don't let the prospect physically or mentally exit before the close
- Discount only for full upfront payment, never just to win a deal
Quotes Worth Keeping
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He never talked about 'I have six-pack abs, I work out all the time, I've got so many logos.' Zero about him — 100% about me.
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"As soon as we declare something out loud, we're already taking a step towards it." (referencing Tony Robbins on the consistency principle)
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I'm already sucked in the funnel, baby. I didn't even know it.
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He knew if he told me the truth, I would not sign up. So he gave me what he knows — people who are out of shape can't commit to things.