How to Sell on Discovery / Sales Calls
- Feb 17
- 4 min read
Whether you're new to the wellness industry or looking to refine your sales techniques, understanding how to effectively engage and convert potential clients on these calls is crucial. Today, we'll explore how an in-depth intake questionnaire can significantly enhance your sales strategy.
Discovery calls are more than just preliminary conversations; they are opportunities to build trust and demonstrate the value of your wellness packages. By integrating a comprehensive intake questionnaire into your process, you gain essential insights into a client's specific needs, challenges, and goals. This information is invaluable, not just for personalizing your approach, but for tailoring how you present your wellness packages to align closely with what the client is seeking.
Understanding the client’s background and wellness journey allows you to address their pain points more effectively, propose solutions that resonate personally, and ultimately guide the conversation towards securing a commitment.
By the end of this lesson, you'll be equipped with strategies to not only conduct more impactful discovery calls but also to seamlessly integrate these insights into your sales techniques, ensuring each call moves smoothly from initial contact to closed deal. Join us as we delve into the synergies between client intake and sales success in the wellness industry.
Create an In-Depth Intake Questionnaire
For wellness businesses, utilizing an Intake Questionnaire is not just a procedural step; it's a critical tool that enhances the effectiveness of your sales calls and client interactions. This questionnaire gathers essential information about a potential client's health history, wellness goals, and personal challenges before the initial consultation.
Importance of an Intake Questionnaire:
✓ Prepares You With Key Insights: By reviewing a client's responses prior to the call, you gain valuable insights into their specific needs and expectations. This preparation allows you to tailor the conversation specifically to them, which can significantly enhance the relevance and impact of your communication.
✓ Facilitates Empathetic Engagement: Understanding your client's background and current wellness journey enables you to approach the sales call with empathy. You’re not just selling a service; you’re offering solutions that are meaningful and customized to their personal challenges and goals.
✓ Positions You as a Trusted Coach: With the knowledge gained from the questionnaire, you can demonstrate your commitment to their unique needs right from the first interaction. This helps in establishing trust and positioning yourself as a coach who genuinely cares about their clients' outcomes, rather than just focusing on closing a sale.
✓ Improves Conversion Rates: When potential clients feel understood and see that your approach directly addresses their pain points, they are more likely to be convinced of the value of your services. This not only improves the chances of converting leads into clients but also helps in building long-term relationships.
Integrating an Intake Questionnaire into your process ensures that every sales call is informed, empathetic, and client-focused, ultimately leading to better client satisfaction and business success.
Our top recommendation for creating an easily accessible Intake Questionnaire is Google Forms. Please check out the video below that explains why and how to use Google Forms.
Psst! We also have a Form Template for you to use at the bottom of this lesson!
Assignment: Craft Your Script & Intake Questionnaire
Having a well-prepared script in mind before entering a sales call is essential to ensure confidence, coherence, and professionalism during the conversation. A structured script helps you stay focused on key points, handle objections effectively, and guide the discussion towards a successful outcome. It reduces the risk of missing important information and ensures that you communicate the value of your offerings clearly and persuasively.
To help you excel in your sales calls, download our Discovery / Sales Call Script template from the resources section. Use this template as a foundation to craft a customized script that suits your specific business context and audience.
1. Customize Your Script
Tailor the script to reflect your brand’s tone of voice and the unique benefits of your product or service. Include greeting, introduction, questions to understand the client's needs, key points about your offerings, handling common objections, and closing the deal.
2. Practice Your Script
Once your script is ready, practice it out loud to ensure it sounds natural and engaging. This practice will help you internalize the flow of the conversation, making you more comfortable during actual sales calls.
3. Keep It Flexible
While it’s important to have a script, remember to remain adaptable during the call. Use the script as a guideline rather than a strict text to follow, allowing space for personalized interactions based on the client's responses.
By preparing and practicing with your customized sales call script, you will enhance your ability to connect with potential clients effectively, boosting your confidence and increasing your chances of successful conversions.
Creating an effective intake questionnaire is essential for understanding your clients' needs and tailoring your services to meet those needs. This assignment will guide you through the process of designing a comprehensive intake form that collects valuable information while setting the stage for a successful client relationship.
1. Identify Key Information Needs
Determine what information you need to gather from your clients to effectively assess their wellness goals, challenges, and preferences. Consider including questions about health history, lifestyle, dietary habits, and specific wellness goals.
2. Design the Questionnaire
Create your copy of our Google Forms and modify as needed to correspond with your Discovery/Sales Call Script and to apply to your own offerings.
3. Test the Questionnaire
Before officially implementing your intake questionnaire, conduct a pilot test with a small group of volunteers (friends, family, or willing clients) to gather feedback on its functionality, clarity and comprehensiveness. Use this feedback to make necessary adjustments.
This portion of your assignment will not only improve your understanding of your clients' needs but also enhance your initial consultations, making them more focused and productive. An effective intake questionnaire is a vital tool in building strong, empathetic relationships with your clients right from the first interaction.
You must have a Google Account to use this form template
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