C3P4 Consultation Question Form

C1Lobby Greeting:  Say Hello to the OTC

“Hello, I am (first name, last name), and I am pleased to meet you.” (match the OCT hello!!)   

Client Name_________________________

C2 Consultation Room Intro:

Calibrate Yes: “May I call you (first name)?

Calibrate No: “Have you been to Positive Changes before?”

Get others as needed.

C3 Criteria Question:

If I had magical wand and we were the Wizard of Oz and could grant your wish and put you in Kansas. Kansas for you is being successful at weight loss, what's most important to you about (weight loss)? _______________________________________

Great, now, what's most important to you about (answer above)?

___________________________________________________

What will (criteria) do for you? _________________________

What is their meta-program? ___________________________

P1 Present State Questions

Please, tell me about your current situation, just the kinds of things you are actually doing that contribute to (the weight?)

____________________________________________________________________________________________________________________________________________________________________________________________

Can you tell me a little about your (weight loss history), what worked, what didn’t, how long can you (keep the weight off), how fast it comes back on, things like that? _______________  

Are you at your highest weight now? ____________________

How did you feel when the weight came back?

P2 Problem State Questions

Moving to the area of problems, how is your (weight) a problem for you now? 

______________________________________________________________________________________________________

How are emotions involved? _______________________

Stress?_________________________________________

Self Esteem?____________________________________

How do you feel when you look in the mirror? ______________

Impact on relationships?___________________________

Is your husband supportive of you losing weight?

Does your husband know that you are here now? _______

(If no) I am curious as to why? _________________________

What is the worst thing for you about being overweight?

___________________________________________

Now, I am going to ask you a question that probably no one has ever asked you, what would you say are your top 3 problems to overcome to (lose this weight) permanently?

What system are they most using?   V – A – K ?

What system are they using least?    V – A – K ?  (Anchor here)

P3 Pacing Questions

How are (criteria) going to be affected if you don't deal with these problems? __________________________________________________

What are you missing out on as a  result of this?

__________________________________________

Consequences for health?______________________

                            quality of life?___________________

                            relationships?____________________

What effect does this have on (criteria)?

How will you feel about yourself if 10 years from now you weight is the same.... or worse?_________________

What about your family or loved ones if you don't fix this situation?______________________________________

P4 Payoff Questions

What do you think you need to (lose weight) in a natural and permanent way? ___________________________

What would (weight loss) accomplish for you?

______________________________________________

What is the biggest driving factor that brought you to make a change right now ___________

What would your life be like if you solved (   ) for good?

______________________________________________

What would you do that you can't do now? ___________

______________________________________________

On a scale from zero to ten, how much do you want to lose the weight?  How motivated are you to lose the weight?

______________________________________________

Pattern Interrupt and Get them into a Positive State:

**********************************************

Demonstrate Capability and Recommend a program.

Direct Presentation at Problems and Criteria Exclusively!

***************************************************

Objections: ________________________________________

_________________________________________________

Did you ever purchase a weight loss program based on price alone?_____________________________________________

Husband objections responses__________________________

Follow-up Section

Criteria 1 "I am _____________________________________"

Criteria 2 "I am _____________________________________"

Behavior Problem 1 __________________________________

Behavior Problem 2___________________________________

Behavior Problem 3___________________________________

Positive Changes Hypnosis of Miami-Dade and South Broward  5/6/03