Sachin Patel teaches three discovery questions for wellness consultations: what inspired this call, why now, and what could stop you. The answers reveal motivation, urgency, and objections like time or money, which you can then address by showing how your program handles those exact barriers.
Hey there, it's Satin. I'm going to share with you three must ask questions during every single consultation. The sooner you can ask these questions, the sooner you will get a sense of whether you can help this person and you can overcome their objections. Now remember, there's more to a discovery call than what I'm going to share today. There's setting the intention, there's of course, setting the tone. There is getting that person to get into their parasympathetic state so they can learn more from you. But I want to encourage you to definitely incorporate these three questions into your consultations. The sooner, again that you can do this, the faster you're going to know if you're going to be a good fit for this person. And you can spend the majority of the time addressing these three challenges that they're going to present you with. First question is, what inspired you to set up this call or consultation? Why you think they're there and why they're actually there might be two completely different reasons. So you have to know why they're there because we're trying to solve their problem, not trying to jam our solution down their throat, especially if it doesn't address what they're there for. And again, it might not be why you think. So let them tell you why they're there and pay attention and write down and come back to what they tell you. Because you're always going to present your program if it can solve their issue. Of course we want to be ethical. If you can solve this answer for them, then you have an ethical obligation to support them. What inspired you to set up this call and consultation? Because we want our clients to take inspired action, which means we have to know what inspired them to set this call up in the first place. Question number two, why is this important to address now? The word now is the most important word in this sentence. Because we want to take away them delaying the action taking, right. So we want them to ask. We want them to say why now is the right time? Why not six months from now? Why not six months ago? Why is right now the right time? And they're going to tell you why right now is the right time. Maybe they have a deadline. Maybe it's a wedding that's coming up. Maybe it's a trip that's coming up. Maybe they just hit rock bottom and they're sick and tired of feeling the way they're feeling. Maybe they want to meet, you know, a partner. I mean, I don't know what it is because you're going to ask them what it is. But why is right now the right time for them to take action? I know so many people that have worked with me, you know, in a clinical setting, but also in a business coaching setting. And right now is the right time for a variety of different reasons. And so you want to get to the bottom of what inspired them to set up this call and why is right now the right time? Because the biggest objection that people have is time, right? So we want to get to that right away. And the last question, and certainly not the last question you're going to ask, but the last of the three that I'm going to share with you today is what can potentially stop you from achieving this goal? We need to know what is in their way. What are the roadblocks now? It could be time. It could be money. It could be. I've tried a bunch of different things. It could be their spouse, it could be their job, it could be vacation. They're going to give you all the reasons that can potentially stop them. And again, now it becomes our duty to them. If we can help them, okay? And we have the right solution for them, it now becomes our responsibility and our duty to help overcome these things that could potentially stop them. And show them how your program can help them actually solve the issue. So we turn their objections into the reason to do the. The program. Not to be manipulative, but I hope your program solves these objections right? So if their thing is, I've tried so many different programs. Okay, let's talk about why what you do is different than what they've done before. Not better, but different. Because different opens up new doors and new possibilities. If they're going on vacation, right. Or they fall off track, tell them and show them how we make traveling really easy and effortless for you because we're going to hold your hand through the process and show you how you can travel the world and still eat and be healthy. Because there's healthy people everywhere we travel, right? People aren't just healthy in their homes. There's healthy people everywhere that we go. Because that's just the reality of the world we live in. The other thing, other objection you might have to overcome is I don't know how to cook. Well, we're going to show you simple, easy recipes you might have to overcome. My kids don't like to eat healthy. Well, we need to fix that, because otherwise you're going to be taking care of your kids and when they're adults and they're going to be sick and unwell. So this is a great time to actually teach them. It's such a blessing that you have children in your house that you can instill these values. And we're going to show you how to make delicious recipes so you can get everyone on board. So whatever it is that's potentially stopping them, turn that into the reason that they should do your program and show them how you're going to hold their hand through. Another thing is I've tried so many programs and I throw in the towel, I get derailed. I don't have willpower. Well, you know what, our program includes coaching and accountability to hold your hand through the entire process. It's not about perfection, it's about progress. And we're going to celebrate all the progress you're making along the way and we're going to make small, simple changes and support you along the journey. I'm going to be here to answer any questions that you have. I'm literally just an email, a text or a messenger message away to support you to make sure you hit your goal. So those are just some examples, but these three questions are essential to your discovery call process. If you're not using these in your discovery call process, please do. It's going to be completely life changing and it's going to significantly help you increase your conversion rate, especially with the other tools that I share with you. So if you found this valuable, please share it. Please help us spread the message. There's lots of great practitioners just like you that need this type of information and they're just not getting it. You have to pay coaches thousands and thousands of dollars to get information like this. And this one video can completely change the outcome of your consultations which can completely change the outcome for your business. With lots of love, it's Satchin. Have an amazing, amazing day. Please share because I want to help spread this message to heart centered, you know, practitioners just like you. Talk to you soon. Bye for now.
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