How to Confidently Close More High-Ticket Health Clients On Sales Calls

If you're a health coach, nutritionist/dietitian, or wellness practitioner struggling to convert discovery calls into clients, this episode is a must-listen.

I'm breaking down why your sales calls might not be converting, and why the real problem isn't your price.

Whether you're selling high-ticket group coaching programs or premium private wellness services, the real issue often lies in how the sales conversation is being led.

After coaching hundreds of entrepreneurs and analyzing countless call transcripts, I've identified five subtle but powerful mistakes that hold coaches back from confidently closing clients.

In this episode, you'll learn the essential sales mindset shifts that will help you:

• Lead with emotion instead of logic

• Uncover the deeper "why" behind your clients' goals

• Handle the "I need to talk to my spouse" objection with grace

• Create clarity and confidence in your client's decision

• Stop overexplaining and start selling with conviction

You'll also hear how our Nourished Business Accelerator (NBA) mentorship helps coaches like you double or even triple their close rate using our proven heart-centered sales strategy and our custom-built ChatGPT feedback tool.

By the end of this episode, you'll understand how to run sales calls that feel natural, empowering, and profitable.

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🕒 Episode Timeline

[0:00] - Why your clients' "price objection" isn't really about money

[1:10] - The 5 biggest mistakes health coaches make on sales calls

[2:00] - Mistake #1: Leading with logic instead of emotion (and what to do instead)

[6:00] - How to emotionally connect to your prospect's "why" before talking logistics

[7:00] - Mistake #2: Accepting surface-level goals instead of digging deeper

[9:00] - Simple questions to uncover emotional motivation that drives buying decisions

[13:00] - Mistake #3: Treating the "spouse objection" as a dead end

[18:00] - How to help clients make confident decisions before talking to their partner

[22:00] - Mistake #4: Ending your call without a clear decision path

[27:00] - Why giving clients structure helps them commit with confidence

[28:45] - Mistake #5: Thinking more information = more conversions

[31:00] - The power of silence and curiosity in your sales process

[36:00] - Why logical selling doesn't work (and what to do instead)

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🎧 Top 5 Quotes from the Episode

1. Sales is not about convincing or pressuring. It's truly about leadership, clarity and helping somebody make a decision that they already want to make."

2. "People don't buy coaching, especially high-ticket offers, because of logic. They buy coaching because they want to feel different."