Float Seattle — Sales Training Hub
Float Seattle · Sales Training Hub

Welcome to the Team.

This is your complete sales training system. Work through each module in order. Every section has a training video and reference material you can come back to anytime. Master these and you'll have everything you need to convert a lead into a member.

The Sales Funnel
  • Current ad offer — cold traffic lead comes in via Meta ad. Offer may change — always refer to the live campaign for current details
  • Phone call — inbound or outbound, goal is always to book on the call and get card on file
  • First float — they come in, experience it, staff delivers a great experience
  • Post-float upsell — while they're still glowing, present the 3-Float Intro Series ($179) or $69/mo membership
  • Member — they're in. Now the retention sequences take over.
MODULE 01
Inbound Call (TI Script)
How to handle someone calling in. Goal: book on the call and get card on file.
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MODULE 02
Outbound Call Script
Calling web leads who grabbed the $30 off offer. Goal: book on the call.
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MODULE 03
Tonality & Delivery
How you say it matters as much as what you say. Energy, pacing, and confidence.
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MODULE 04
The 7 X Factors
The 7 questions that uncover pain points and pre-handle every objection.
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MODULE 05
Objection Handling
Every common objection and exactly how to handle it — step by step.
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MODULE 06
Post-Float Upsell
The highest leverage moment in the entire sales cycle. How to convert after the float.
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MODULE 07
Words to Use & Avoid
The language that sells and the words that kill deals. Memorize these.
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MODULE 08–13
CRM Training
How to use the CRM — pipeline, contacts, calls, and lead status updates.
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Module 01 · Phone Training

Inbound Call (TI Script)

This is for when someone calls Float Seattle directly. They're already interested — your job is to qualify them, connect floating to their pain point, and get them booked with a card on file before the call ends.

Training Video — Inbound Call Walkthrough
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Goal of the Call
  • Book on the call — never hang up without a confirmed time slot
  • Get card on file — card holds the spot and dramatically increases show rate
  • Use their name — every single time, from the moment you get it
  • Find the pain point — connect floating to what they actually need before you ever mention price
The Script — Step by Step
Step 1 — Opening
"Thank you for calling Float Seattle, this is [Name] — how can I help you?"
"Absolutely, I'd love to help you with that! Just real quick — have you floated with us before?"
"Perfect — welcome! And like I said, my name is [Name] — what was your name?"
Step 2 — Qualifying (3 questions only)
"So [Name], what made you interested in floating?"
"Have you ever tried float therapy before, anywhere?"
"And what's the main thing you're dealing with right now — is it more stress, sleep, physical tension, something like that?"
Step 3 — Connect & Close
"That's exactly what floating is made for honestly. Most people come in dealing with [what they said] and leave feeling like a completely different person. We have availability this week — are you thinking more of a weekday or a weekend?"
Step 4 — Card on file
"Awesome! One last thing — we do ask for a card on file just to hold your spot. You won't be charged until you come in. Go ahead whenever you're ready and I'll get that taken care of for you!"
Step 5 — Close
"You're all set [Name]! You're booked for [day] at [time]. Come about 10 minutes early, don't worry about bringing anything — we've got everything you need. Oh and one more thing — do you have any friends or family that might want to swing by with you?"
If They Ask About Price
1st time: "No worries, I can definitely help you with that! And to best answer your question — we have multiple different options to accommodate any budget, lifestyle, and needs. It's truly customizable based on what you're looking for. And real quick [Name] —" (roll back into script)
2nd time: "I completely understand — our options completely depend on you and your needs. We want to tailor the whole experience to be a perfect fit. And with that being said —" (roll back into script)
3rd time: "Most people go with our $69/month membership but we have multiple options. Best thing I can do is get you in so we can walk through everything in person. Are you thinking more of a weekday or a weekend?"
Module 02 · Phone Training

Outbound Call Script

These are leads who grabbed the $30 off offer online. They raised their hand — your job is to call them quickly, keep it casual, qualify them fast, and get them booked before they forget why they signed up.

Training Video — Outbound Call Walkthrough
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Key Principles
  • Call within 5 minutes of the lead coming in — speed to lead is everything
  • "Help me out" disarms them — it doesn't sound like a sales call
  • Move into the question immediately — no small talk, no "how are you today"
  • Assume they're booking — never ask IF they want to come in, ask WHEN
The Script — Step by Step
Step 1 — Greet
"Hey, [Name]? Hey [Name], it's just [Your Name] — I was seeing if you might be able to help me out real quick?"
"I was just calling from Float Seattle since I saw you reached out to us online very recently — wanted to see if you've ever been able to make it down to float yet?"
Step 2 — Qualifying
"Out of curiosity — what made you interested in float therapy and reach out to us?"
"Have you ever tried float therapy before, anywhere?"
"And what's the main thing you're dealing with right now — is it more stress, sleep, physical tension, something like that?"
Step 3 — Connect & Invite
"That's exactly what floating is made for honestly. Most people come in dealing with [what they said] and leave feeling like a completely different person. We have availability this week — are you thinking more of a weekday or a weekend would work best for you?"
Step 4 — Schedule
"Are you more of a morning or afternoon person?"
"I've got [time] and [time] available — which one works better for you?"
"Perfect — I've got you down for [day] at [time]. Let me grab your number real quick so I can text you a confirmation."
Step 5 — Card on file
"Awesome! One last thing — we do ask for a card on file just to hold your spot. You won't be charged until you come in. Go ahead whenever you're ready!"
Step 6 — Close
"You're all set [Name]! Come about 10 minutes early — don't worry about bringing anything, we've got everything you need. Oh and one more thing — do you have any friends or family that might want to swing by with you? We'd love to have them come check it out too!"
"If anything comes up just call or text us here and we'll take care of you. We're excited to have you in — you're going to love it!"
Voicemail Script
"Hey [Name], this is [Your Name] calling from Float Seattle! I saw you grabbed our $30 off first float offer and I just wanted to personally reach out to get that locked in for you. Give me a call or text back at [number] and I'll get you all taken care of. Talk soon!"
Module 03 · Phone Training

Tonality & Delivery

People buy from people they like and trust. You can have the perfect script and lose the sale because of how you sound. This module is about the energy, pacing, and confidence that makes everything else work.

Training Video — Tonality & Delivery
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What Works
  • Smile before you dial — it comes through in your voice
  • Slow down on the pain point — show you understand
  • Confident and casual — like you're talking to a friend
  • Use their name often — every 2-3 exchanges
  • Let pauses land — silence after a hook is powerful
  • Upbeat energy on the close — you're excited for them
What Kills Sales
  • Monotone delivery — sounds scripted and robotic
  • Rushing — especially through the pain point
  • Upward inflection on statements — sounds unsure
  • Filler words — "um," "like," "you know"
  • Apologetic tone — especially when asking for the card
  • Talking too much — let them talk, you listen
The 3 Tones to Master
  • Empathetic & slow — use this during the pain point. You're describing something real they live with every day. Don't rush past it.
  • Confident & clear — use this during the solution. You know this works. Say it like you mean it.
  • Warm & playful — use this on the close and the X7 maintenance question. Almost like the answer is so obvious it's funny. "I mean obviously you want to feel better, right?"
Remember
People buy emotionally and defend their purchase with logic. Your tonality is what triggers the emotional response. The script gives them the logic to justify it afterward. Both matter — but tone comes first.
Module 04 · In-Person Sales

The 7 X Factors

These are the 7 questions you weave into the in-person consultation and tour. Each one uncovers a pain point or pre-handles an objection before it ever comes up at the close. Used primarily in person — but can be used on the phone too.

Training Video — The 7 X Factors
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How to Use These
  • Don't use as a checklist — weave them naturally into the conversation during the tour
  • Listen fully before responding to each answer — don't rush to the next question
  • Every answer is ammunition for the membership conversation at the close
  • The 3-part sales cycle: Establish the need → Fulfill the need → Close
1
What are you looking to get out of floating? GOAL
"So what are you mainly looking to get out of floating — is it more the stress side of things, sleep, physical tension, recovery, something like that?" Then: "And why is that important to you — what would it actually mean for your life if we were able to solve that for you?"
2
Have you floated before? What have you tried for [X]? PAST EXPERIENCE
"Have you ever tried float therapy before, anywhere?" Then: "And what have you done in the past to try to help with the [pain / stress / sleep] — how well has that actually worked for you?" If nothing's worked → floating becomes the obvious next step.
3
How long have you been dealing with that? TIMELINE
"How long have you been dealing with the [stress / sleep / tension / pain]?" If it's been a while: "So it's safe to say you've been dealing with this long enough — and you're ready to actually do something about it, right?"
4
Is this just for you, or does your spouse want to try it too? SPOUSE
"Is this something you'll just be doing by yourself, or did you have a spouse, partner, or anyone else who'd want to eventually try it too?" If they mention someone → "Does your spouse know you've been struggling with [X]? And are they supportive of you coming in and taking care of your health?" Pre-handles the spouse objection entirely.
5
Do you live or work in the area or nearby? LOCATION
"Do you live or work in the area or nearby?" If yes: "Perfect — so this is super convenient for you. That makes it really easy to make it a regular thing." Pre-handles the distance objection.
6
Do you have 1–2 times a month to dedicate to recovery? TIME
"Do you at least have 1–2 times a month you could dedicate to your recovery and actually doing something about the [X — their goal]?" Almost nobody says no to this. When they say yes, they've committed to a frequency that justifies the membership.
7
Once you start feeling those results — you'd want to keep going, right? MAINTENANCE
"So once you start feeling those results — better sleep, less stress, your body actually recovering the way it should — that's something you'd want to keep going, right?" Deliver this with a smile, almost playful. Nobody says no. They've now committed to the outcome out loud — which makes the membership feel like the logical next step.
Module 05 · In-Person Sales

Objection Handling

An objection is not a rejection — it's a request for more information. Every objection is an opportunity to build trust. Follow the 7-step framework every time and never skip steps.

Training Video — Objection Handling
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The 7-Step Framework
  • 1. Listen — fully, without interrupting
  • 2. Repeat — say it back to them so they feel heard
  • 3. Agree — validate before you overcome
  • 4. Isolate — "besides that, is there anything else?"
  • 5. Question the importance — connect it back to their goal
  • 6. Answer & rebuttal — overcome with empathy
  • 7. Confirm & reclose — always close back to the membership
"I need to think about it."
Agree
"No worries at all — I completely understand, this is something worth thinking through."
Isolate
"What exactly is it you need to think through — is it the investment, the timing, or something else?"
Overcome
"You mentioned you've been dealing with [X] for [timeframe]. What's going to be different if we keep putting this off? Now let's look at the other side — what if a few months from now nothing has changed and you're still dealing with [X] every day? But flip that around — imagine you've been floating consistently and your [sleep is better / stress is down / pain is gone]. You feel like a completely different person."
Reclose
"In order to actually start feeling those results, would you be against getting started on the membership today and making that happen?"
"It costs too much."
Agree
"I completely understand — investing in yourself is a real decision and I respect that."
Isolate
"Besides the investment, is there anything else making you hesitant about getting started today?"
Overcome
"You've been dealing with [X] for [timeframe]. What has that already cost you in how you feel every day, your sleep, your energy, your relationships? Our membership is $69 a month — that's less than $2.50 a day. Most people find it replaces other things they were already spending money on. Imagine a few months ahead — the [pain is gone / sleep is deep / anxiety is manageable]. You feel like yourself again."
Reclose
"Now if you started feeling better — would that be worth making a bit of an investment in your health? Would you be against getting started on the membership today?"
"I need to talk to my spouse first."
Agree
"No worries — I completely understand."
Isolate
"Besides talking to your spouse, is there anything else making you hesitant today?"
Overcome
"Is there anything about this that you think your spouse would be against? Do they know you've been struggling with [X]? Would they be upset if you started feeling better? At the end of the day we already know your spouse is supportive — and they're not going to be happy if you're still dealing with [X]. So instead of going home with a bunch of logistics and pricing to go over, why not surprise them with some amazing news that you're finally doing something to take care of [X] and start feeling better again?"
Reclose
"Now would that be a crazy idea if we did that today?"
"I don't have the time."
Agree
"I completely understand — life gets busy and finding time for yourself can feel like a real challenge."
Isolate
"Besides feeling like you don't have enough time, is there anything else making you hesitant today?"
Overcome
"Would it be unreasonable to set aside just 60–90 minutes once or twice a month for your recovery? That's less than 2 hours out of your entire month. Life is always going to be busy — wouldn't it be better to start building this into your routine now? The great thing about floating is you don't need to do it every day to feel the difference. Even once or twice a month creates real, meaningful change."
Reclose
"Would you be against getting started on the membership today and prioritizing yourself for just a couple hours a month? At $69 your first float is included — let's get you locked in right now."
Module 06 · In-Person Sales

Post-Float Upsell

This is the highest leverage moment in the entire sales cycle. They just floated — their nervous system is reset, they feel incredible, and they're the most open they'll ever be to investing in their wellness. This is when you present the membership.

Training Video — Post-Float Upsell Conversation
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The Timing
  • Wait until they're out and settled — give them 2-3 minutes to come back to earth
  • Start with a genuine check-in — "How are you feeling?" Let them talk first
  • Let their experience sell for you — don't pitch, ask questions
  • Present the membership as the natural next step — not a sales offer
The Conversation Flow
Step 1 — Check in genuinely
"So how are you feeling? What was that like for you?"
Let them share. Don't rush. Their words are the best sales pitch you'll ever have.
Step 2 — Connect to their original pain point
"You mentioned before you came in that you'd been dealing with [X] — did you notice any difference in that at all while you were in there?"
Step 3 — Plant the compounding benefit
"The cool thing about floating is that first session your body is still figuring out how to fully let go. Most people say the second and third float are where it really compounds — the benefits get deeper and they last longer each time."
Step 4 — Present the membership
"So we have a membership that's designed for exactly this — to keep that going at the most accessible investment we offer. It's $69 a month, includes your first float, you get additional sessions at $59 each, 25% off all our other services, and if you float 3 times in a billing cycle you get a 4th one completely free. It's honestly the best value we have and it's what most people end up going with."
Step 5 — Which close
"Would you want to get that set up today while you're here — or did you have any questions about it first?"
Membership Details — Know These Cold
  • $69/month — most popular option, best value
  • Includes 1x 60-min float per month
  • Additional sessions at $59 each
  • Float 3x in a billing cycle → 4th float free
  • 25% off all non-float services and packs
  • Visit any location
  • 3-month minimum commitment
Module 07 · Reference

Words to Use & Avoid

The words you choose change how people feel about what you're saying. Small swaps make a big difference. Memorize these and use them automatically.

Training Video — Language & Word Choice
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❌ Avoid
  • Price — sounds transactional
  • Contract — sounds scary and binding
  • Sign — feels like a commitment trap
  • Buy / Sell / Sold — nobody wants to be sold
  • Deal — sounds unprofessional
  • Package — sounds like a bundle pitch
  • Cheap — devalues the experience
  • Try floating — sounds uncertain
  • Problem — creates anxiety
  • Website URL — never direct to the website in an ad CTA
✅ Use Instead
  • Investment — feels valuable
  • Agreement — feels collaborative
  • Authorize — neutral and professional
  • Experience / Get involved — empowering
  • Opportunity — positive framing
  • Program / Membership — community feel
  • Accessible — removes price fear
  • Experience floating — confident and certain
  • Challenge — solvable, not catastrophic
  • Click the Get Offer button — direct action
Words That Sell
  • "I understand" — makes them feel heard
  • "You're right" — validates their perspective
  • "I guarantee" — shows confidence in the product
  • "You deserve" — makes them feel worthy of investing in themselves
  • "Proven" — adds credibility
  • "Save" — everyone responds to saving something
  • "Imagine" — gets them to picture the outcome
The Golden Rule
People buy emotionally and defend their purchase with logic. Your word choice shapes how they feel. Positive, empowering language creates a buying state. Transactional, clinical language shuts it down. Every word is either moving them toward yes or toward no.
Module 08 · CRM Training

CRM — General Overview

This is your command center for every lead that comes through Float Seattle. Understanding how to use the CRM correctly is not optional — it directly affects how many leads get followed up with and how many convert to members.

Training Video — General CRM Overview
What the CRM Does
  • Tracks every lead from the moment they submit the $30 off form through to becoming a member
  • Automates follow-up — SMS drips, emails, and task reminders fire automatically based on where a lead is in the pipeline
  • Keeps the team aligned — everyone can see exactly where each lead stands and what the next step is
  • Only works if you use it correctly — garbage in, garbage out. Updating statuses accurately is critical.
Your Daily CRM Routine
  • Check the Opportunities tab first thing — see who needs a call today
  • Work through your call tasks — every lead with an open task gets contacted
  • After every call or interaction — update the lead status immediately
  • Log all calls and notes so the next person who touches the lead has full context
Module 09 · CRM Training

The Opportunity Tab

This is where you'll spend most of your time. The Opportunity tab shows you every active lead in the pipeline, what stage they're in, and what needs to happen next to move them forward.

Training Video — Opportunity Tab
Pipeline Stages
  • New Lead — just came in, needs to be called within 5 minutes
  • Contacted — reached them, conversation happened
  • Booked — appointment on the calendar, card on file
  • Floated — came in for their first session
  • Member — converted to $69/mo membership
  • No Show — had an appointment, didn't come in
  • No Sale — floated but didn't convert to membership
  • Cold — multiple attempts, no response
Module 10 · CRM Training

The Contacts Tab

Every person who has ever interacted with Float Seattle lives in the Contacts tab. This is where you find full contact history, conversation logs, tags, and notes.

Training Video — Contacts Tab
Key Things to Know
  • Always search before creating — check if the contact already exists before adding a new one to avoid duplicates
  • Add notes after every interaction — what did they say? What's their pain point? What's the follow-up plan?
  • Check conversation history before calling — never call someone without knowing what's already been said to them
  • Tags tell you where they came from — $30 off lead, walk-in, referral, etc.
Module 11 · CRM Training

The Conversions Tab

The Conversions tab shows you what's actually converting and what isn't. This is how Andrew tracks performance and identifies where leads are dropping off in the pipeline.

Training Video — Conversions Tab
Why This Matters to You
  • Your activity shows up here — calls made, leads moved, bookings created
  • Drop-off points are visible — if leads are getting stuck at a certain stage, it shows here and we fix it
  • Accurate status updates feed this data — another reason why updating lead status correctly is non-negotiable
Module 12 · CRM Training

Making & Marking Down Calls

Every call you make needs to be logged in the CRM. This keeps the team aligned and ensures no lead falls through the cracks. Watch this video before you make your first outbound call.

Training Video — Making & Marking Down Calls
After Every Call — Do These 3 Things
  • Log the call outcome — answered, voicemail, no answer
  • Add a note — what was said, what the lead's situation is, what the next step is
  • Update the lead status — move them to the correct stage immediately
Module 13 · CRM Training

How to Update Lead Status Correctly

This is the most important thing you'll do in the CRM. Every automation, every follow-up sequence, every piece of data in the system depends on lead statuses being updated correctly and immediately. Watch this video twice.

⚠️ Critical — How to Update Lead Status
The Golden Rule
  • Update the status immediately — not at the end of the day, not after a few more calls. Right now, after every interaction.
  • Wrong status = wrong automation — if someone is marked as New Lead when they're actually Booked, they'll keep getting the new lead follow-up sequence. That's a bad experience and it kills trust.
  • When in doubt, ask — if you're not sure what status a lead should be in, ask before guessing
Status Cheat Sheet
  • Just came in, haven't called yet → New Lead
  • Called and spoke to them → Contacted
  • Appointment booked + card on file → Booked
  • They floated, no membership yet → Floated / No Sale
  • Signed up for membership → Member / Won
  • Had appointment, didn't show → No Show
  • Called 3+ times, no response → Cold