Coaching Report (Rep)

What was done well

Strong opening: You greeted Michael warmly and established a friendly tone right away
Active listening: You acknowledged his concerns about flexibility and aging
Clear explanation: You explained the benefits of assisted stretching in simple terms
Confidence: You maintained a professional demeanor throughout

What was missed

Discovery questions: You didn't ask enough about his specific pain points or goals
Activity level: You never explored what activities he does or wants to do better
Previous experience: You didn't ask if he's tried stretching or physical therapy before
Urgency: You didn't create a sense of why starting now is important

Where flow broke down

The conversation moved too quickly from introduction to close. After Michael expressed interest, you should have:

Asked about his motivation ("What made you decide to come in today?")
Explored his lifestyle ("What does a typical day look like for you?")
Identified specific problem areas ("Where do you feel the tightest?")

Missed questions (If the rep had been functional)

"What brought you in today?" (Motivation)
"Have you ever had assisted stretching before?" (Experience)
"What do you do for work/activity?" (Lifestyle/Activity)
"Where are you feeling the tightest?" (Pain/Target Area)
"What would being more flexible allow you to do?" (Goals)

Better phrasing examples

Instead of: "Would you like to sign up?" Try: "Based on what you've shared, I think our flexibility program would really help you. How does that sound?"

Instead of: "It's $99 per month" Try: "For just $99 a month, you'll get unlimited stretching sessions. That's less than $3 per day to feel better. Does that work for you?"

Objections to explore

Michael seemed hesitant about the price. You could have:

Broken down the cost per session
Compared it to other wellness expenses (gym, massage, chiropractor)
Emphasized the unlimited nature of the membership

"If you ran this again…" advice

Take your time in the discovery phase. The more you learn about Michael's specific situation, the easier it will be to show him why Stretch Zone is the right solution. Ask at least 4-5 discovery questions before moving to the close.