009: The Keys To Conversational Selling With Tom Jackobs

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.

Quotes

  • “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)

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

Connect with Tom Jackobs

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