AVA Wellness
Courses
Available Courses
Sales Mastery for Massage Therapists: Serve, Don’t Sell
Course Description
This condensed version of our full Sales Mastery for Massage Therapists course is tailored specifically for attendees of the Canadian Massage Conference. In this mini course, massage therapists will learn how to identify their core values, define their ideal client, and design a client journey that fosters authentic relationships. The course will also introduce key sales psychology concepts like assumptive sales, body language, and confident communication, all while ensuring that sales feel natural and aligned with their professional mission.This special version of the course allows therapists to learn the core components of sales while staying true to their values and without the feeling of being overly "salesy." By the end of the course, participants will have a clear strategy to attract their ideal clients and build long-term, loyal relationships.
Course Outline (6 Contact Hours)
Module 1: Discovering Your Values and Ideal Client (1.5 hours)
Lesson 1.1: Defining Core ValuesIdentifying what matters most in your practice.Why knowing your values is key to successful sales.
Lesson 1.2: Ideal Client PersonaDemographics vs. psychographics.Exercise: Create your values-based ideal client persona.
Module 2: Authentic Client Journey (1.5 hours)
Lesson 2.1: Mapping the Client Journey.
Understanding client touchpoints that align with your values.
Developing an authentic client experience.
Module 3: Sales Psychology – Assumptive Selling and Confident Communication (1.5 hours)
Lesson 3.1: Sales Psychology BasicsThe difference between serving and selling.The importance of assumptive sales.
Lesson 3.2: Confident Language and Body LanguageHow to use language and non-verbal cues to build trust.
Module 4: Building Client Relationships through Ethical Sales (1.5 hours)
Lesson 4.1: Ethical Sales as a Service
Reframing sales as an act of service.
Lesson 4.2: Turning Clients into Raving FansTechniques to nurture client loyalty and increase rebookings.
Pricing
Price: $350
Sales Mastery Serve, Don’t Sell
Course Description
This course is designed to empower massage therapists by aligning their sales strategies with their values. You’ll learn how to define your personal and business values, identify your ideal client, and create an authentic client journey. The course will also cover key principles of sales psychology, including body language, confident communication, and serving clients rather than selling to them. By the end, participants will have a customized sales strategy that feels genuine and effective, increasing client retention and business success without burnout.
Course Outline
Module 1: Defining Your Values and Ideal Client (3 hours)
Lesson 1.1: Discovering Your Core Values
Objective: Help participants uncover the values that guide their practice.
Content:Identifying personal and business values
Exercises for reflection and journalingWhy values matter in client interactions and sales
Lesson 1.2: Identifying Your Ideal Client
Objective: Narrow down an ideal client profile based on values.
Content:Demographics vs. psychographics
Exercises: Create your ideal client personaAligning your values with your client’s values
Module 2: Designing the Authentic Client Journey (3 hours)
Lesson 2.1: Mapping the Client Experience
Objective: Teach participants how to design a client journey that reflects their authentic approach.
Content:Understanding the client’s journey from awareness to loyalty
Creating touchpoints that resonate with your valuesIdentifying friction points and how to improve them
Lesson 2.2: Authentic Messaging
Objective: Craft authentic communication that attracts ideal clients.
Content:Developing a values-based elevator pitch
Communicating your value without feeling salesyReal-world examples of authentic messaging
Module 3: Sales Psychology: Serve, Don’t Sell (4 hours)
Lesson 3.1: The Psychology of Sales
Objective: Introduce key principles of sales psychology and how to use them.
Content:The difference between serving and selling
Overcoming the fear of sales as a service provider
How to build trust quickly
Lesson 3.2: Assumptive Sales
Objective: Teach participants the technique of assumptive sales in an ethical way.
Content:What is assumptive selling and how it works
Applying assumptive selling in wellness practices
Exercise: Role-play with assumptive sales scenarios
Module 4: Confident Communication and Body Language (3 hours)
Lesson 4.1: Communicating with Confidence
Objective: Strengthen participants’ communication skills.
Content:The power of confident language
Common language mistakes that hurt sales
Real-time practice: Presenting an offer confidently
Lesson 4.2: Mastering Body Language
Objective: Enhance non-verbal communication to boost client trust and engagement.
Content:Reading and responding to client body language
Mirroring techniques to build rapport
Exercise: Partner work on body language cues
Module 5: Ethical Sales and Long-Term Success (2 hours)
Lesson 5.1: Serving Through Sales
Objective: Reinforce the mindset of serving clients, not just closing sales.
Content:Why ethical sales build long-term relationships
Turning sales into a client-centered service
Case studies: Sales success stories from wellness practices
Lesson 5.2: Building Client Loyalty Through Authenticity
Objective: Learn techniques to nurture long-term client relationships.
Content:How to encourage rebooking and referrals
Follow-up strategies that don’t feel forced
Creating a client loyalty program that aligns with your values
Module 6: Putting It All Together (2 hours)
Lesson 6.1: Developing Your Personalized Sales Strategy
Objective: Guide participants in creating their own values-based sales plan.
Content:Synthesis of the entire course
Practical exercises to build your customized sales approach
Presentation of individual sales strategies to the group for feedback
Pricing
Regular Price: $750
This course will provide participants with actionable tools and techniques they can immediately apply in their massage therapy practices to improve client retention and business growth.
CEC Approval Pending
