020: The Keys to Conversational Selling With Tom Jackobs

In this episode of the Health and Wellness Marketing Show, Uli dives into the art of conversational selling with sales expert Tom Jackobs.

With decades of experience and a proven track record in fitness and the health & wellness industry, Tom shares how to build authentic connections with potential clients, overcome objections, and close sales—all without high-pressure tactics.

If you’re ready to transform how you approach sales calls and discovery sessions, this episode is packed with practical strategies to help you serve your clients while growing your business.

Listen to learn:

• Discover the four key questions that make up Tom’s conversational selling framework to identify client needs and create urgency without pressure.
• Learn how to build rapport and approach sales calls with authenticity, ensuring clients feel supported rather than sold to.
• Understand why consistent and timely lead follow-up is critical, and how responding within 20 minutes can double your success rate.
• Find out how to transition from lead magnets or webinars to booking discovery calls seamlessly, using customer service-oriented techniques.
• Uncover the role of pre-education and effective discovery calls in setting the stage for successful sales.

• “Sales doesn’t come naturally—it’s a learned skill anyone can master.” (03:55 | Tom)
• “Focus on helping clients realize what the next step is and make it easy for them to take it.” (21:48 | Tom)
• “Following up within 20 minutes is crucial—leads get cold fast.” (12:38 | Tom)
• “Selling is serving; you can’t help clients if they don’t commit to your solution.” (10:30 | Uli)

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