The millennial and gen Z phone sales script

Oct 5, 2022

3 min read

Ok, I don’t know about you, but I HATE making phone calls.

Dentist appointments? Hairdressers? Even calling clients — ugh. I know I have to do it. I’m (apparently) an adult. But when an unknown number rings me out of the blue?

😱 PANIC.

That said, I’ve come a long way. I no longer need to script out my call to the hairdresser (progress), and I don’t rehearse client calls like a Shakespeare monologue anymore.

Still, I figured if I needed help once, maybe someone out there still does now.

Let’s Reframe the Sales Call

You're not cold-calling to trick someone. They found you. They’re curious. They probably need help.

So:

Take a breath.

Remember they’re a human being.

Match their energy. If they talk slow, slow down. If they’re lively, meet that too.

Try Something Like This

What Not To Do

This is where some sales trainer will tell you to ask:

😒 Please don’t.

That’s like going on a first date and immediately asking someone what their retirement plan is and how many kids they want. Too much, too soon.

Also, ditch phrases like:

“What are you struggling with most?” ← feels invasive

“We’ve helped hundreds of people just like you…” ← sounds robotic

“We’re the best at what we do!” ← ok, but if you were, you wouldn’t need to say it

Your goal is connection, not domination. Let them talk.

Listen > Sell

Instead, ask:

Then actually listen. Don’t use it as a setup for tearing down other trainers or pushing your method like gospel.

Never bad-mouth another fitness professional. Even if you think their approach is off, find a neutral or supportive angle:

Bring your experience in as context, not as a mic-drop.

Validation Changes Everything

Before you pitch anything, say something like:

That’s the moment trust is built.

Then ask:

From here, you can gently pivot:

The Back End Matters Too

Once they say yes, I’ve automated what happens next:

They get a link to my health screening form and my calendar (limited to the next week only).

They’re added to a nurture sequence that reminds them about the session and gives directions.

If they haven’t booked within 24 hours, they get a reminder.

Because here’s the thing: follow-up reduces drop-off. You’re not pestering — you’re supporting.

Want Help Building This Out?

If this whole process feels like a lot — I’ve got you.

• Automations
• Conversation frameworks
• Non-cringe sales coaching
• Courses, templates, or a quick chat to troubleshoot your approach

Reach out. No pressure. No scripts. Just better conversations and more yeses.