Why is closing the consultation appointment itself a sale, even when the consultation is free? Because the caller is committing time, attention, and emotional energy to a specific date and time, and that commitment requires actual selling on the part of the team member. Marketing and the practice website have done preliminary work to pre-sell the appointment, but the close itself requires a competent team member to seal the commitment. Without that close, the call ends with vague intent and the caller never returns. The complimentary consultation makes the close easier because the price-objection is removed from the booking conversation. Even [...]

Why is closing the consultation appointment itself a sale, even when the consultation is free? Because the caller is committing time, attention, and emotional energy to a specific date and time, and that commitment requires actual selling on the part of the team member. Marketing and the practice website have done preliminary work to pre-sell the appointment, but the close itself requires a competent team member to seal the commitment. Without that close, the call ends with vague intent and the caller never returns. The complimentary consultation makes the close easier because the price-objection is removed from the booking conversation. Even [...]

Why is closing the consultation appointment itself a sale, even when the consultation is free? Because the caller is committing time, attention, and emotional energy to a specific date and time, and that commitment requires actual selling on the part of the team member. Marketing and the practice website have done preliminary work to pre-sell the appointment, but the close itself requires a competent team member to seal the commitment. Without that close, the call ends with vague intent and the caller never returns. The complimentary consultation makes the close easier because the price-objection is removed from the booking conversation. Even [...]