You can run beautiful marketing and still watch the revenue leak out of your clinic, because the leak is not in the marketing. It is in the consult. Most founders can fill their own calendar. Then they hand the same consult to their team and the packages stop selling. This week I am breaking down the eight closes I use to take someone from a consultation to a high ticket package, plus tonality, body language, and the two money conversations (cost breakdown and opportunity cost) that move people from thinking to deciding. This is part two of the sales series. Bring your notebook. DM me on Instagram @allora.agency and I will send you the full objection handling and closing resource you can print and share with your team. And if you want to work with me directly, everything lives at aesthetic-accelerator.org. The sales framework (recap from last week) Introduction. Build rapport, be personable, frame the visit. "Today we are going to walk through the protocol we recommend for clearing your acne." Question based and story based selling. The biggest part of the consult. You talk 20 percent, they talk 80 percent. Probe for data, then provoke with it. Weave in one success story (laminate your best before and afters as one pagers and keep them in the consult room). Preempt the objections. Every objection you know is coming, you raise first. That is how seasoned reps set up a smooth close. Build value. The protocol, the science, the case studies, and why this specific person's situation matches the transformation you have already delivered. Close. The rule: if they are not bought in when you present the package, it only means the value does not outweigh the investment yet. There is more work to be done. Loop back to questions, preempting, and story. Do not push. Fill the gap. Before the close: two conversations that shift the decision Cost breakdown. Make the number human. Ask about her Starbucks order. Eight dollars, five days a week, four weeks, twelve months. That is roughly $2,000 a year. Then ask which one she would rather have. Not to shame her. To put it in perspective. Opportunity cost. Everyone calculates the cost of doing it. Almost nobody calculates the cost of waiting. Ask it out loud. "If you wait another twelve months, what does that year look like for you?" That question does more work than any discount. And the emotional layer underneath both. Acne is not a skin conversation, it is a confidence conversation. She has been struggling with this for years. It affects how she shows up at work, at home, in her own mirror. Ask the questions that bring that to the surface so she feels it in the room, not in the parking lot three days later. Tonality (matters more than the script) Playful. Intro and rapport. The Starbucks question lives here. Direct. Delivering the investment. Informative, clean, no wobble. Casual. The close itself. Closing carries tension. Casual lightens the load. Curious. Objections. "So what is holding you back?" Concerned. Objections. "Are you sure you want to spend another year figuring this out?" Body language: lean in on the concerned and curious moments. People connect when you move toward them. Keep your hands still. No hair twirling. Confidence is a physical thing. The silence rule: state the investment and then stop talking. "The investment for the ninety day acne protocol is $4,000." Silence. It feels awkward to you. To her it is thinking time. She is running the numbers, thinking about her partner, checking her savings. Let her. The first person who talks loses. The 8 closes 1. Confidence close State the number and say nothing else. "The investment for the ninety day acne protocol is $4,000." Then silence. Most people ramble after the price because they are nervous, and the rambling is what kills the sale. 2. Authentic close You drop the sales posture and get human. "Let's put everything aside for a second and just be real with each other." Body language open, coming from the heart. Use it when the room feels stiff. 3. Value close Make her feel chosen. "For your six session protocol I want to throw in our red light therapy add on. It is normally $45 a session. I do not do this for everyone, but I want you to have it because I am excited about what we can do here." The bonus is small. The feeling is not. 4. Choice close Never ask an open question at the booking stage. "Let's get your first session in. Does Wednesday or Thursday work better for you?" Two options, both of them yes. Make the next step as easy as possible, always. 5. Future vision close (the reset) For the ones who are foggy, overstimulated, or coming off a twelve hour day. Excuse yourself for thirty seconds to grab a glass of water. She resets. When you come back, ask "so, where were we?" Whatever she says first is the real block. That is your entire diagnosis, and that is what you work on. 6. Moving forward close Speak as though she has already started. "I cannot wait for you to get to session three, that is when we add the hydrotherapy and your skin feels so refreshed afterward, it is my favorite part of the whole protocol." You are assuming the sale and getting her excited about a future she is already standing in. 7. Conditional close When she keeps circling back to one thing (the neck, an add on, a specific concern), that is your signal. It matters to her. "You have brought up the neck a few times and I get it. It is not normally included, but if we move forward today I am going to include it in every other treatment for you. Does that sound good?" 8. Scarcity close (strip, do not discount) When money is the genuine block and nothing else. Instead of discounting, customize down. "No problem. Let's take out the LED on each session and that brings it down by $1,000 so you can move forward today. Does that work for you?" She keeps her dignity, you keep your pricing integrity. Bonus, if you have pricing authority: the reluctant favor. Look a little uncomfortable. "I am not supposed to do this for everyone and I would want to keep it between us, but if we can go from $4,500 to $4,000, could you get booked in today?" Only use it when the block is real and you genuinely have the leeway. The one thing to remember Most people introduce themselves, recite the protocol, state the price, and hope. That is not selling, that is reading. Sales is an art and it is a skill your whole team can be trained on. And none of this is about pressuring someone into a package. It is about coaching a person to an empowered decision about whether you can help her. If you have built protocols that work and you know you can get her there, you owe her a real conversation. Resource I built the full objection handling and closing document to go with this episode. DM me on Instagram @allora.agency and I will send it over. Print it, hand it to your team, and run it in your next staff training. Connect with me Instagram: @allora.agency This is where I am every day. DM me the word CLOSE and I will send you the objection handling and closing resource from this episode. If something in here landed, tell me. I read every message and your questions become episodes. Courses and coaching: aesthetic-accelerator.org Everything I teach lives here. Self paced programs, the deeper trainings, and my one on one implementation work where I come into your clinic's world and install the sales, marketing, and operations system with you, so you own it instead of renting results from an agency. Want to work with me one on one? Head to aesthetic-accelerator.org and apply, or DM me @allora.agency with the word CLINIC and I will point you to the right fit. Tell me where you are at, what your calendar looks like right now, and where you want to be in ninety days. Spots are limited because the work is one on one.
