How does one sell “health”? This could mean eating whole foods, getting outside and walking and enjoying nature, decreasing screen time, taking time for rest, increasing thoughts of thankfulness, spending time in Scripture and praying. The list really can go on and on. There are so many things that are a part of being healthy.
How is someone convinced to become healthier – to start the journey toward better health?
This again (as we keep hearing in class) comes down to PAIN. In class we talk about the pain funnel regularly. As we have seen in class, no pain funnel is the same. As we are all individuals, the pain funnel is very individual as well.
So in convincing something to start the path toward better health, the only way to get them fully on board is to find their pain. Where the pain lies, will be where they start with the motivation to become healthier.
In class today we discussed perspective a bit. If you are trying to convince someone to be healthier, it is very important to not push your own perspective on them. As questions, to see their pain, and use that to work toward a healthier person and as you do this, ask questions to help understand their perspective. Maybe eating healthy is hard because they cannot cook and grew up with processed, ready-to-eat foods. In asking questions, you can discover ways to help them take ownership. Become a curator. By becoming a curator, you become a ‘trusted advisor’ as Professor Sweet explained in class. You can help by asking good questions to find ways to help guide them to want to make changes for a healthier life.
As I am thinking through this post, I am thinking of the Sandler Rules and there are quite a few that apply! What we have learned this semester can apply all aspects of our lives.
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Your discussion highlights a crucial aspect of selling health—understanding individual pain points and guiding people toward change rather than forcing perspectives on them. Using the pain funnel and becoming a trusted advisor aligns well with effective sales principles. Asking the right questions fosters ownership and sustainable motivation for healthier choices.
The health industry is vast, so the sales opportunities are substantial as well. I mean, everyone wants to be healthier, but it’s your goal to identify the specific area and understand why. As you said, getting to the pain will allow you to connect and sell the right product or service to the prospect.
I think we can get caught up in our own believes and opinions when it comes to sharing helpful information like health because everyone’s bodies are different. Navigating a person’s pain with the funnel can lead to finding a solution that works for them and achieve their health goals.
Hey! This was a really interesting take on everyday selling. It is weird to think about how most people really do sell everyday. Health is an important topic to sell to people you care about, and it can be hard to convince them to change their lifestyles. Starting by finding their pain is good advice.
Great post! The journey to living healthier is a difficult. I think you did well at pointing out that everyone has different reasons for not living healthy. You also pointed out that going through the PAIN funnel with everyone is so important to selling health.