If you’re a physio, chiro or anyone in the health field and you struggle to know what to say when pitching treatment packages… this one’s for you.

I taught this exact sequence to a massage therapy client. Thirty minutes later he sold a $1500 package.

And the best part? It doesn’t feel salesy or pushy at all.

Three simple steps. That’s it.

But first — quick intro so you know who’s talking. I’m Phil. I’ve been selling health products and services for the last decade. Most of my health clients are doing over $200k a year. I want to help you get there too.

Before we begin, if you'd prefer the YouTube version of this, you can watch it below.

The Mistake Almost Everyone Makes

Most clinicians finish the assessment, do a bit of treatment, then jump straight into “here’s what I recommend for best care.”

It works for some people. But it’s not my preferred way — because it leaves zero room for exploration.

Instead of pitching a plan right after the assessment, I want you to focus on understanding the type of plan they’re actually looking for first.

That way you can offer something that matches what they want… and sometimes something even better than what you originally had in mind.

Step 1: Confirm Intent

After the assessment and once you’ve delivered some value… stop.

Don’t pitch yet.

Confirm their intent first.

Why? Because even if you have the absolute best evidence-based plan, they might not be looking for that at all. This is also why so many patients disappear after 3–4 visits. They were never there for a long-term plan. They just wanted the pain gone.

So how do you do it? You just ask.

Here are three questions I use all the time:

1. How urgent is this to you? Instantly tells you how much care they want and whether a package even makes sense.
2. Are you looking for short-term pain relief or something long-term so you can manage on your own? This one is gold. It forces them to think… and it tells you exactly what kind of plan to offer.
3. What do you need from me? My personal favourite. They literally tell you what they want. Then you just create something that matches it.

If they say “nothing,” fair enough (though that almost never happens). Most of the time they’ll give you something useful — and that’s your opening.

Step 2: Creativity

This part can feel easy or hard depending on how well you know your craft.

Whatever they say, your job is to create at least two different plans on the spot — with clear reasons — so they have a real choice.

Quick example.

Patient with an acute shoulder injury says: “I need something urgent because I’m flying out in two weeks.”

You might say something like:

“Okay, since you’re after something urgent, I’ve got two options. Just tell me what you think.

First option — three times a week for the next two weeks. Every session we review progress, do hands-on work, and push the exercises hard depending on symptoms. We check in that often so we can progress you faster if you heal well.

Second option — twice a week. A bit less hands-on, more focus on the exercise rehab because we won’t have as much time together. Better if you can’t come in as often.

The main difference is we might squeeze a bit more recovery out of the first one.

What do you think?”

If they’re truly urgent, neither of those is likely to be a no.

Another example.

You ask “What do you need from me?” and they say “I’m not really sure… I’ll need your guidance.”

Now you can link it back to their goal:

“Every patient is different depending on what they’re trying to get back to. Based on what you said about returning to tennis, there are two plans that work really well.

Higher care option for athletes — twice a week for the first three weeks, then once a week for the next 4–6 weeks (or until full function). We review more early on so we can lay the right foundations before we get into the sports-specific stuff. Usually 9–12 weeks total.

Everyday recreational option — twice a week for the first two weeks, then once a week until they’re back to tennis. We don’t need to review these ones quite as intensively because they’re not training as hard and usually aren’t as urgent. Still around 9–12 weeks, but it can move a bit slower depending on how committed they are.

Which one sounds better for you?”

The point is simple: Get them to tell you what they want (or at least give you a direction) before you pitch. That way whatever you offer already feels aligned — and they’re much less likely to say no… or say yes and never come back.

Step 3: Turn Your Insights Into Offers

After a while you’ll start seeing the same patterns over and over. That’s when you formalise them.

Example with shoulder patients:

Some people just want pain-free movement and to get back to normal life stuff. → 4-week “Return to Life” program. Clear outcomes: pain-free movement, driving, carrying things by their side.

Others want the full thing — return to tennis after a rotator cuff repair, or they’ve been chronic for years and they’re over it. → Longer “Complete Rehabilitation Program” (often around a year) with clear features and outcomes.

Once you have these formalised, you stop inventing on the spot. You just match the right offer to what they told you.

And naming matters more than most people think.

Take a shoulder program built around the landmine press.

You could call it: “Landmine Press Rehab Program” → Only appeals to people who already know and like the landmine press.

Or you call it: “Return to Overhead Shoulder Rehab Program” → Suddenly everyone who struggles with overhead movements is interested… and they’re more likely to buy in and actually get better results because of how it’s framed.

Same program. Different name. Different response.

Quick Recap

If you want to get better at selling packages and plans:

1. Always get clarity on what they actually want. If they don’t know, ask until they give you something.
2. Be creative. Give them options with clear pros and cons so it matches their expectations.
3. Once you’ve sold enough of these, formalise the offers and name them properly. The name itself carries value.

That’s the whole process.

If you want to work together to, you can start by getting your free 30-minute personalised roadmap which you can book here.

Or, if you'd like to check out any of my courses or books - you can check them out here.

Talk soon, Phil