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.

🕒 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)

🎧 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."

3. "Ultimately, when somebody is buying coaching, consulting, any sort of service from you as an expert, they are not just buying sessions. What they're actually buying is a future that feels better than their current reality."

4. "The [spouse] objection usually isn't about the spouse not supporting the person. It's actually about the prospect's own uncertainty."

5. "Information overload when somebody's feeling hesitation actually creates more confusion. And as they say, the confused mind doesn't buy."

🔗 Links & Resources

• Apply for the Nourished Business Accelerator: DM "NBA" to @LauraSchoenfeldRD on Instagram

• Learn more about the Nourished Business Accelerator: Transform your approach to marketing, sales, and client results for more income and more impact as a health expert

Closing Thoughts

If this episode helped you see sales calls in a new light, or gave you practical strategies to sell your high-ticket coaching programs with confidence, I'd love to hear from you!

Please take a moment to rate and review the show on Apple Podcasts. Your feedback helps more amazing health coaches and practitioners find this podcast and learn how to grow thriving, profitable businesses with integrity.

If you enjoyed this episode, don't forget to follow, share, and tag a friend who's ready to close more high-ticket health clients without feeling "salesy."

🔍 Key Topics:

health coach sales calls, how to sell high-ticket coaching programs, sales mindset for coaches, overcoming objections in sales calls, health coaching business growth, Nourished Business Accelerator, close more coaching clients, sales tips for health coaches, emotional selling strategies, discovery call tips for coaches