Elliot Upton Sales Script

Phase 1

Pre-Call Setup

Complete everything here before the call starts. Your prep is your edge.

Prospect confirmed, prequalified by application, and has consumed some content

Quiet room, no distractions, well-rested

Application open and reviewed in front of you

CRM or notepad ready to take notes throughout

Fully present and detached from outcome — focus on listening, not selling

Logged in and ready to dial right on time

Prospect Info — Fill In Before the Call

Live across the script once filled in

Name

—

Age

—

Job

—

Location

—

Goal

—

Trigger Event

—

Things Tried

—

Biggest Pain

—

Pre-Call Notes

Application observations / anything to follow up on

No-Show Protocol

If they don't show

Call twice. Voicemail on second attempt. Wait 5 minutes. Mark as Demonstration No-Show in CRM. Follow up daily until you get a reply.

Phase 2 · Open

Introduction & Rapport

Confirm the time, build micro-connection. 60 to 90 seconds max before moving on.

You

Hey Name, it is [Your Name] — how are you doing today?

Prospect

I am great.

You

Great to hear. Before we get started, is now still the best time for us to chat? It will probably be anywhere between 45 to 60 minutes.

Wait for a clear Yes. If they sound distracted or are driving, address it before continuing.

Rapport

You

Awesome, and before we jump in — where are you calling from?

You (if familiar with their location)

Nice, I was there a while back. Are you from there, born and raised?

You (if not familiar)

Cool, I have never actually been. Are you from there originally? Do you like it?

Micro-connection only. Keep it genuine and brief. Do not over-invest.

Rapport notes — what did they say, any personal details to remember

Setting the Frame

You

Cool, I want to respect your time — is it alright if we get started and I explain how this conversation usually goes?

Prospect

Sounds good.

You

Perfect. I am going to start by asking you some questions about where you are right now, based on the application you filled out, which I have in front of me here.

My goal is to get a real understanding of where you are at, what you are trying to achieve, and what might be getting in the way. Together we will build out a clear roadmap for what it would take to get you there with speed, certainty, and clarity.

Does that sound good?

Prospect

Yes, absolutely.

You

And based on all of that, if it sounds like there are some ways we can possibly help, I will ask your permission to explain how our Precision Performance System works and what we could potentially do for you.

Love it, let us get started then.

The frame removes sales pressure. Never skip it. The prospect should feel diagnosed, not sold to.

Phase 3 · Discover

Current State

Map exactly where he is right now. Identify all pain points — especially the biggest one. Let him talk, you listen and write notes.

Opening

So first off, Name — what was it about our content that made you want to jump on this call today?

Listen closely. Surface-level answer first. Dig 3 to 4 levels deep before moving on. Write notes throughout.

Baseline — His Life Right Now

Baseline 1

What is currently going on that had you take the step of getting on this call today?

Baseline 2

What do you do for work? Is it demanding on your time and energy?

Baseline 3

How consistent have you been with training over the last 12 to 24 months?

Baseline 4

What does your week typically look like? How much time could you realistically commit?

Baseline 5

What has your nutrition looked like recently — any structure or pretty reactive?

Current state notes — job, schedule, lifestyle, consistency

Transition

Got it, Name. I am starting to get a much stronger picture of where you are right now.

Pain — Where It Hurts

Pain 1

Where do you feel the biggest gaps when it comes to your health and physique? What is not performing the way you know it could?

Follow-up: What makes you say that? Dig at least 2 to 3 levels deep.

Pain 2

How long has this been going on for you?

Pain 3 — Past Attempts

What have you already tried? things they tried — what happened with those?

Each failed attempt proves the old approach was wrong, not them.

Pain notes — what hurts most, how long, exact words they used

Doubt — Why It Has Not Changed

Doubt 1

In your honest opinion, what has been preventing you from solving this on your own, or in the timeframe you actually want?

Doubt 2

Do you have a specific plan right now to change this, or has it been more reactive?

Doubt notes — what is stopping them, what have they blamed it on

Cost — Make the Problem Real

Cost 1

Have you stopped to think about what staying exactly where you are is actually costing you? Not just physically — but energy, confidence, how you show up at work, at home?

Cost 2

What is this costing you right now — their pain?

Let them name the cost. Guide across: Time. Stress. Health. Relationships. Identity. Self-worth.

Cost notes — what did they say this is costing them (use these exact words in the close)

Summary — Reflect It Back

So right now you are a their job, and it sounds like you are dealing with their pain. You have tried things tried and none of it has stuck. Is that a fair summary?

Goal & Gap State

Goal State — Paint the Future

Goal 1

Where do you want to take your health and physique in the next 12 weeks? What does the version of you that has done the work actually look like?

Goal 2

You mentioned you want to their goal. Why that specifically? What does hitting that actually mean to you?

Get to the deeper why — confidence, attraction, identity, something to prove.

Goal 3

What is the bigger picture behind wanting this? What changes in your life when you have this handled?

Goal 4 — Urgency

Is this a now thing or a someday thing? Because the way you are answering, it sounds pretty urgent — especially with trigger event coming up.

After they confirm: What makes you say that specifically? Get them to say it themselves.

Goal notes — specific outcome, deeper why, timeline

Gap State — Why They Are Not There Yet

Gap 1

Knowing where you are and where you want to get to, what do you think the gap is?

Gap 2

You tried things tried. What specifically did not work — the programme, lack of support, accountability?

Gap 3

What would need to be different this time for it to actually work?

Their answer tells you exactly how to frame the pitch. Take notes.

Gap 4 — Consequence

And if nothing changes over the next 12 months, what does that look like for you?

Pause after this. Let it land. Do not rush past the silence.

Gap notes — what they identified as missing, what would need to change

Decision Maker

You

One thing I like to understand before we go further: when it comes to a decision like this, are you someone who tends to be decisive on your own, or is this something you would want to discuss with your wife or partner first?

If He Is Decisive

You

I love hearing that. And she knows you are on this call today exploring a solution to finally get this handled?

If He Defers to Partner

You

I appreciate that. Does she know the goals you have shared with me today? Because what I find is that when this comes up, it is often less about her not supporting it, and more about him not yet being fully certain himself. Is that fair?

If he genuinely needs to consult her, set a follow-up call with both present. Do not close him solo.

Decision maker notes

Transition to Pitch

I really appreciate how open you have been, Name. Based on everything you have shared, I can see exactly where the gaps are. But you tell me — where do you want to go from here?

Wait for the prospect to give you permission. Do not launch into the pitch unprompted.

Phase 4 · Present

The Precision Performance System

Keep it high-level. Link every step back to what they told you. Sell the outcome, not the process.

You

Cool, so here is what this is all about.

We help accomplished men and women in their 30's or over who are busy, stressed, and who have already tried things tried and it did not work — get their body back. Lose the weight, rebuild the muscle, get the energy back, and feel like themselves again. All without blowing up their schedule.

That is what Elements exists to do. And we achieve that through The Precision Performance System.

Lifestyle Mapping

Built around his actual schedule — not a perfect one

Before we write a single workout or touch your nutrition, we do a full audit of your life. Your schedule, your travel, your training history, your sleep, your stress load. We build the programme around your actual life — not a perfect one.

Does that make sense so far? Any questions on that part?

Progressive Precision Programming

Weekly adjustments based on real data — not a fixed plan

From there we build your programme. Every single week, your coach reviews your data, your check-ins, how your body responded, how your week went — and adjusts accordingly. A living system that adapts with you in real time.

Can you see how that would have changed your experience with things tried?

Coached Accountability

Direct coach access all week — not once-a-month check-ins

VIP clients have direct messaging access to their coach throughout the week via the app. Not a forum. Not a support ticket. Your actual coach. Elliott personally oversees all VIP programmes at the senior level.

The Elements Client Education Platform

Understand your results — not just follow instructions

This is what separates Elements from every other coaching programme out there. Our VIP learning hub gives you clear, practical education on training, nutrition, mindset, lifestyle, recovery, and long-term consistency — so you are never just following a plan blindly.

Most people get results and then lose them because they never understood why they worked in the first place. The Education Platform changes that. You will not only get results you have never been able to get before — you will understand exactly how to keep them for life.

With everything I have just walked you through, do you see how this system could get you to their goal — and give you back the energy, the confidence, and the version of yourself you have been talking about?

Pitch notes — prospect reactions, questions they asked, what resonated most

Credibility & Confidence Check

Elliott's Credibility

You

Just so you understand who is behind this: Elliott spent 15 years as one of the senior coaches inside Ultimate Performance — widely regarded as the world's most results-driven personal training organisation. He personally coached and supervised thousands of transformations for demanding, high stress, time-pressed men and women. These people were high output individuals, global CEO's, Entrepreneurs, the top 1% so Elliott understands the demands of life and how to create bespoke coaching systems around the unique circumstances that extremely high output people need.

He built Elements with one purpose — to take that same elite methodology and make it available online, with the same standard of coaching, the same accountability, and the same non-negotiable commitment to results.

Our team has now coached over 25,000 clients online. Our average client retention is 9 months. We do not get those numbers by being average.

The 12-Week Guarantee

You

And here is what we stand behind: if you follow the programme, complete your weekly check-ins, and implement your coach's adjustments for 12 weeks and you do not see a measurable, visible change in your physique — we will coach you for an additional 4 weeks at no charge. We do not collect money and disappear. Your results are our reputation.

Confidence Check — Must Be 100%

You

Do you see yourself being anything less than 100 percent confident that this is the right approach for you right now, Name?

If anything less than 100 percent — stop. Address it: "What is holding you back?" Resolve it completely. Ask again. Do not state the price until they are fully there.

Confidence check notes — what was their response, any hesitation to address

Coach Notes

Link the guarantee directly to their biggest hesitation — usually past coaches who abandoned them.

Slow down on the numbers: 15 years, 25,000 clients, 9-month retention. Let them land.

The confidence check is not rhetorical. A hedge means a hidden objection — find it now.

Phase 5 · Close

Presenting the Investment

Walk them through next steps first, then state the price once. Then stop. Do not fill the silence.

You

Alright, Name. Let me walk you through what the next steps look like if we decide this is the right fit.

Once you are inside, you will receive a welcome email from our Client Success Team. They will walk you through your immediate next steps based on exactly where you are right now.

From there you will complete your Onboarding Form and schedule your 1 to 1 Onboarding Call. That is where we sit down together, build your full 12-week roadmap, set your targets, and put clear action steps and deadlines in place.

You

Now before we can do that, the last thing we need to cover is the investment.

You

To get you on the path to their goal — and get this handled before trigger event — the VIP programme is £2,497 for 12 weeks.

State it clearly. Then stop. Do not justify the price. Just wait.

Investment reaction — their immediate response to the price

Programme Options

VIP — Primary

£2,497 · 12 weeks

Unlimited one to one access to your coach
Unlimited real time program adjustments
Fully bespoke nutrition strategy
Private in app messaging
Video calls as needed
Client education platform
Direct access to Elliott via DM

Hybrid — Downsell

£597 · 12 weeks

48hr access to coach via DM at program renewals
Monthly program renewals
Monthly check in
Bespoke nutrition strategy updated monthly
Community communication access
Client education platform

Coach Notes

Only introduce Hybrid if VIP creates a genuine barrier. Lead with VIP every time.

24-week upsell is offered at Week 10 of the VIP programme — not on this call.

Objection Handling

Stay calm. Stay curious. Every objection is information. Use what they told you as accountability.

"I need to think about it"

▶

Of course. Can I ask — when you say that, is there something specific that is unclear, or something you are not fully sold on yet? Because thinking it over in isolation rarely gives you more clarity than we can create right here together in the next five minutes.

Root cause: He does not fully believe it will work for him specifically. Find the real concern underneath.

"It is too expensive"

▶

I hear you. You mentioned that staying where you are is costing you their pain. So the real question is not whether £2,497 is expensive — it is whether staying exactly where you are for another 12 months costs you more than that. What does that cost you?

Then pause. Let it land. He has not yet calculated the true cost of inaction.

"I have tried coaches before and it did not work"

▶

That is exactly why we built this the way we did. You told me things tried did not deliver. What we do is the opposite — weekly adjustments, direct coach access all week, Elliott personally overseeing your programme. The reason it did not work before is not you. It was the system you were given.

His past failure was a product problem, not a personal one. Elements is structurally different.

"I am too busy right now"

▶

I want to push back on that gently — because that is exactly who we built this for. You told me you are a their job with an unpredictable schedule. That is not a reason to wait. That is the reason to get a programme designed around that reality. The question is: are you ever going to be less busy?

Being too busy is the reason to start, not the reason to wait. Turn the objection into the reason.

"Can you send me more information?"

▶

I want to be straight with you. More information is not going to give you what this conversation already has. You have everything you need to make a decision right now. What I am hearing is something is still not fully resolved for you — I would rather we address that right here. What is it?

This is an exit attempt, not a genuine request. Bring them back to the real hesitation.

"I want to speak to my wife first"

▶

Totally understand. Is she aware you are on this call today? And does she know the goals you shared with me — wanting to their goal? Because often what sounds like needing her sign-off is about him not yet being fully certain himself. Which one is it for you, honestly?

If he genuinely needs her involved, offer a follow-up call with both present. Do not close him solo.

"I am not sure it will work at my age"

▶

Our client base skews 35 to 55. We built this specifically for men in that range. We know exactly how to train men who are their age, accounting for hormonal changes, recovery capacity, and lifestyle demands. In many cases, men over 40 make faster progress — because they are more consistent and more motivated. You are not too old. You just need the right system.

Address the belief, not just the age.

Objection notes — what came up and how it was handled

Outcome & next steps