Book Your Marketing Audit

009: The Keys To Conversational Selling With Tom Jackobs

Published By: Uli Iserloh
Date: November 22, 2022
The Keys To Conversational Selling

Many health practitioners cringe at the idea of selling – concerned that they come across as salesy or pushy during an inherently very "fragile" time in their patient's life.

That's exactly why I invited my friend and colleague Tom Jackobs on my podcast so he could share practical lessons from thousands of discovery calls with prospective patients.

"Conversational selling" is the art of having "a real conversation with customers, so it won't feel like you're trying to sell them anything, and they won't feel like they're being sold something either.”

Given Tom's background running an outbound call center for integrative, naturopathic and functional medicine practitioners – he has truly mastered the art and science of getting patients to know, like and trust his agents enough to book a discovery call.

As an introvert by nature, Tom initially believed he wouldn’t be good at sales – but later realized anyone could succeed at selling because it’s a learned skill just like anything else.

Learn more about Tom’s entrepreneurial journey, the 4 essential discovery call questions you should ask on every call, and how to master the pre-discovery call.


  • “You have to have a real conversation with customers, so it won't feel like you're trying to sell them anything, and they won't feel like they're being sold something either.” (3:30-3:39) | Tom)
  • “As an introvert, sales didn't come naturally to me. And really, sales doesn’t come naturally to anybody. It is a learned skill, and anybody can do it.” (5:49-5:59) | Tom)
  • “When you're following up with leads that have already expressed interest, it's critical to call them within 20 minutes of them filling out that online form.” (13:44-13:55) | Tom)
  • “On the discovery call, we go through the rapport building, the questioning phase, and then present the solution.” (20:42-20:49) | Tom)
  • “Have a conversation with somebody and help them realize what the next step is, and how to take that next step easily with you.” (23:26-23:33) | Tom)

Download Free Guide

Download Tom’s special guide with the 3 Keys To Doubling Your Sales

Connect with Tom Jackobs

Thank You For Listening!

If you enjoyed this episode, please leave a review! Your positive review helps others find this podcast and increase its visibility:

Getting to YES boils down to two things: Saying the right things and saying those things consistently… so if you want to go deeper, check out Uli’s one-page “Getting to YES” blueprint and training with the essential 9 persuasion prompts you need to leverage.

Connect With Uli

Click here to learn more about Uli’s marketing agency and available services.

Uli Iserloh
As one of the leading marketing strategists in the integrative/functional medicine space, Uli Iserloh has been advising many of today’s leaders on marketing strategy and marketing technology for over 23 years — helping health practitioners increase new patient enrollment predictably… even if they cringe at selling, hate to be on social media 24/7 or have never run paid ads. Uli Iserloh is on a mission to equip health & wellness professionals to consistently pre-educate prospects into patients… largely on autopilot. After 10 years in the pharmaceutical industry, he founded Big Boost Marketing, an award-winning digital marketing agency serving many of today’s Functional & Integrative Medicine leaders. He’s the host of the Getting To YES podcast as well as the co-creator of the Evolution of Medicine Practice Accelerator.


Our team is here to take care of your marketing strategy and technology, so you can focus on what you do best... helping patients create optimal health and resolve underlying issues.

As a trusted partner for many practitioners and organizations (like the Evolution of Medicine and the Institute For Functional Medicine), we know exactly what you need to create a consistent stream of patients.

Meet Our Team »


Practitioners need to leverage technology so they can spend their precious time with only those prospects that are ready to work with them in a 1-on-1 relationship.

That's why we developed our proprietary framework to help you attract, nurture and convert the right prospects into patients leveraging patient pipelines, text message marketing and detailed tracking.

Learn more about our approach to patient acquisition »


Unlike other web designers, our team has deep expertise so you don't have to explain what you need build... why not tap into our team's collective insights from working with many of today's top practitioners?

We have a proven all-in-one technology framework that replaces close to a dozen softwares such as ActiveCampaign, Clickfunnels, Calendly, Teachable, Kajabi, LeadQuizzes and more.

Get your technology gameplan »
linkedin facebook pinterest youtube rss twitter instagram facebook-blank rss-blank linkedin-blank pinterest youtube twitter instagram