9 Things Wellness Managers Need to Know About Selling Services


If you’re in wellness, make no mistake about it: you’re in sales. And if you get better at sales, you’ll find it much easier to lead your wellness program. Some tips:


  • Get clear on your role in the organization. What does your program stand for in the eyes of management, employees, shareholders, patients, or other stakeholders? Why do you exist in this organization? Once you’re clear on your role, you can begin to align with everyone’s expectations.
  • Do the opposite of sales tactics you dislike. If you hate being pressured to make a commitment on the spot, for example, develop a strategy that doesn’t use pressure. Make a list of all the things salespeople do that you don’t like. From there, build different strategies.
  • Mimic the best. We’ve all met them... people who don’t seem to be selling at all, but know just the right things to say to get people interested in their offering. They don’t employ any of the selling behaviors that turn people off. Study them. Then adapt their techniques to fit your health promotion goals.

  • Be true to yourself. Don’t try to be or do something that makes you feel uncomfortable. If you’re not a back-slapper, don’t force it. If you believe in what you’re promoting you can be successful as long as you feel good about yourself while doing it.
  • Don’t live and die with each pitch. Wellness, like any sales area, is a numbers game. You’re not going to convince everyone to improve their health habits, so don’t let it get you down.
  • Pay attention. You can turn more prospects into participants by thinking about logical comebacks to common objections. “I don’t have time,” “My family won’t support me,” “I tried before and failed.” In most instances, having the “answer” isn’t the answer. Instead, be prepared with questions, like “If this were the top priority in your life, how would you go about getting the time you need to make this change?” Having the participant come up with their own solution is almost always more effective than giving them the answer.
  • Reflect on success. You’ve helped a lot of people live healthier during your career. That’s something to feel good about and makes “selling” your services more appealing.
  • Understand that “no” could mean “maybe” or “maybe later.” Find out why someone’s not ready to commit by asking questions. Maybe they have a lot on their plate right now. If they see the value and need what you offer, they may be interested in the future.
  • Celebrate success. Take time to savor your accomplishments, big and small. If you recruit a new participant, lead a department presentation, or get the endorsement of an influential manager, reflect on the victory — and use the momentum to go after your next goal.