Provider Talk TrACKS
Your role isn’t just about providing a service—it’s about understanding client's deeper motivations, building trust, and offering real solutions that change lives. When you master this, you don’t just treat clients—you transform them. That's when real growth takes place. By offering Puurk, you expand access to care—allowing more clients to say yes to treatments. The result? Increased sales and opportunities you wouldn’t have seen otherwise.
Ask, Listen, Transform
Introducing puurk to your clients
Ever been out of ideas, then suddenly something you hear or see sparks inspiration? How do you feel toward the person who shared it?
Pure excitement!
Puurk was created to make you that person—the one who sparks hope for the 1 in 3 clients who abandon or skip care due to upfront costs.
With Puurk, there’s nothing to sell. It’s just a normal checkout with unique features that give clients something they can’t get anywhere else—a simple, default option to spread out payments.
Imagine walking into a store that instantly recognizes you. As you add items to your cart, their prices appear on your phone in real time, with a running total for everything you're purchasing. You know exactly what you're spending, down to the penny. But then something surprising happens—you realize you can actually afford more than you expected.
Wouldn’t having that level of clarity and control be empowering?
The data is clear: your clients want Puurk. The only thing they need now is your support to make it happen.
Remember, being a top performer isn’t about focusing on yourself—it’s about relentlessly finding ways to give your clients more of what they want.
In the next few videos, we’ll explore various ideas to inspire how you might implement Puurk at your location. We’ll also review different provider types, so you can draw inspiration from the ones that most closely resemble your style. So hit play, and let’s dive in!
Is average your aim?
One evening, after a training session at a symposium, I was sitting in my hotel lobby when a provider approached me and asked, “What side of your mouth do you chew on?”
Caught off guard, I started making chewing motions, realizing I had never thought about it before.
She gently pressed her fingers into my left cheek and said, “Your left jaw is bigger than your right, and it’s really tight. How often do you get headaches?”
Surprised, I responded, “Probably a couple of times a week.”
Headaches weren’t something I had ever sought a solution for. I assumed they were stress-related, so I always carried a bottle of Excedrin with me—just part of life, I thought.
She continued, “If you injected a little Botox into that left jaw muscle, it would relax it, allowing your right side to develop more evenly, and it could significantly reduce or even eliminate your headaches.”
Think about what just happened here:
This woman approached me, unsolicited.
She uncovered a problem I didn’t even know I had.
And then she introduced a solution I didn’t know existed.
If this had been you, would you have seen that encounter as a blessing or a bother?
Maybe a better question is:
"Can you imagine your doctor recognizing a solution to a problem you’re facing, but staying silent out of fear or hesitation—letting you continue suffering in silence?"
The truth is, this happens more often than you might think.
Every day, providers like you see clients who are living with emotional or physical challenges they don’t always express. And instead of asking thoughtful questions or offering potential solutions, many providers stay silent—letting those clients leave with unmet needs.
Is that the kind of trusted advisor you want to be?
If her intent in bringing it up was to profit from me, it wouldn't have hit the same, and I would have questioned her motive in pointing it out. She had nothing to gain from this encounter. Motive is crucial. When you approach situations like this with a sincere desire to serve, the client will feel it.
The next time you hesitate to bring up a solution because you’re afraid of being seen as “salesy,” ask yourself how you’d feel if your doctor held back on sharing something that could improve your life.
Remember: these clients came to you seeking your advice and expertise.
This is exactly what you were trained to do—help them.
If you don’t share your knowledge and offer solutions, someone else will.
Even if she’s not ready to move forward right away, by presenting her with options, you’ve equipped her to make an informed decision in the future. That’s what being a trusted advisor is all about.
That anxiety you feel about offering additional solutions?
It’s rooted in being too focused on how you might be perceived.
But here’s the truth: clients aren’t thinking about you. They’re thinking about themselves—their problems, their concerns, and their goals.
When you stop obsessing over how you’re perceived and start obsessing over serving your client, that’s when you’ll see extraordinary results.
If you want to experience remarkable success, find a way to become obsessed with your client’s well-being.
If she can’t count on you to shoot her straight, she’ll eventually find someone else she can trust.
So, trade your fears for your client’s trust.
What really motivates your client?
Listen closely. I’m going to ask you a question—and there is a right and wrong answer.
After I ask it, I want you to pause the video, think carefully about your answer, and write it down.
Your response might reveal exactly where you’re falling short.
Ready? Here it is:
What motivated your last client to come in and be seen?
Now, pause the video and write it down.
Did cold, hard facts lead her to a logical conclusion?
Something like: “Your lips are 2mm too thin for survival.”
Or was it a nagging feeling that finally pushed her to seek a solution?
More like: “Women with fuller lips seem to draw more attention. I want that.”
Here’s the truth: your clients didn’t show up because logic brought them to your door.
They’re sitting in front of you because, somewhere deep down, an unpleasant feeling kept nagging at them—until they couldn’t take it anymore.
Why does this matter?
Because logic makes someone complain about a $12 Diet Coke at a ball game…
But emotion? Emotion is what makes that same person spend $10,000 on a designer purse without a second thought.
If you can uncover the feeling your client is chasing, there’s no limit to what they’ll invest to resolve it.
How do you get there?
By asking the right questions—and learning to listen. That’s how you unlock the real reason they came to see you.
Are you really listening?
Your clients aren’t driven by logic—they come to you because of a feeling.
They’re either trying to escape an unpleasant feeling they no longer want or chasing a desirable one they haven’t yet attained.
Aren’t you curious which it is?
If not, that’s a problem—because people don’t buy products or services. They buy feelings.
Until you learn to uncover what’s truly motivating them, you’ll struggle to help them get where they really want to be.
Why is this so important?
It’s often said that being heard is so close to being loved that, for most people, the two are almost indistinguishable.
Brené Brown put it perfectly:
"When people feel understood, they open up. And when they open up, real transformation begins."
The only way to create this kind of provider-client relationship is to let go of judgment and become so obsessed with serving that everything about your tone and body language says, “You’re safe with me. Tell me more.”
Asking the right questions
Yes-or-no questions rarely lead to meaningful conversations. Instead, focus on open-ended questions that encourage thoughtful, honest answers.
Maintain a steady tone with a calm downward inflection to convey confidence and genuine interest. Avoid an upward inflection, which can suggest hesitation or signal that you’re ready to move on.
A downward inflection encourages deeper conversation and shows a genuine desire to understand, while an upward inflection can make it seem like you’re preparing to change the subject.
Listen to the same question asked in two different tones.
When did you first recognize this?
When did you first recognize this?
Along the way, they may casually mention something that—if you’re truly listening—can open the door to offering an even greater level of service.
Pay attention. That’s where trust is built.
When you read doctor reviews, notice how the worst ratings almost always mention doctors who didn’t listen, or didn’t take the time. In contrast, the highest-rated doctors aren't more medically trained—they’re the ones whose clients felt most understood.
Because at the end of the day, people don’t remember the specific treatment as much as they remember how you made them feel.
Be the provider who listens deeply, asks the right questions, and makes clients feel truly heard—and you’ll not only transform their experience, but also your own success.
Example: Open-Ended Questions
What brought you in today?
How long has this been on your mind?
How long have you been contemplating this?
When did you first experience this?
What occurred that planted this thought?
What finally convinced you to seek help?
Where did you hear about these types of services?
What finally drove you to do something about it?
What impact is this having on you on your life?
What is the outcome you're hoping to get from this?
Questions like these create opportunities to uncover buried emotions. Remember, clients aren’t buying your products or services—they’re buying the feelings they believe those products or services will bring: feeling desired, loved, attractive, respected, admired, significant, or wanted.
simple Puurk Intro's
beginning of Exam
A successful approach begins with coordinating with the front desk to introduce Puurk as part of the client’s check-in experience.
Example Scenario: First-time Client
Front Desk Script:
As part of the usual greeting, the front desk staff says:
"I just sent a link to your phone via text. You can use it anytime during or after your consultation to view the services discussed with your provider. When you're ready, you’ll also use it to check out."
Provider Script:
After the initial greeting and small talk, before diving into the consultation, the provider asks:
"Did you receive a text when you checked in?"
Client: "Yes."
Provider: "Great! We use a consultation tool called Puurk that lets us collaborate on your treatment plan in real time. As we start discussing treatments and services, feel free to follow along on your phone."
Example Scenario: Returning Client
Front Desk Script:
The front desk greets the client as usual and adds:
"we've implemented a new consultation tool since your last visit. You should have received a text to your phone with a link. You can use that link to view your treatment recommendations, and checkout whenever you're ready."
Provider Script:
After the initial greeting and small talk, before diving into the consultation, the provider asks:
"Did the front desk send you link?"
Client: "Yes."
Provider: "So that's a new consultation tool we're using that lets us collaborate on your plan together in real time. If you see me entering stuff into the computer, feel free to pull out your phone and follow along."
Mid exam
Mid-Exam Provider Script (First-Time or Returning Client):
As the provider transitions between discussing treatment options or services, they say:
"By the way, if you received a text with a link at check-in, that’s our new consultation tool called Puurk. It lets us work together on your treatment plan in real time. If you’d like, you can pull out your phone and follow along as I’m adding notes and recommendations."
If the client doesn’t have the link handy:
"No worries! You can also use that link afterward to review everything we discussed today and check out whenever you’re ready."
This variation works well because it flows naturally in the middle of a conversation, doesn’t interrupt the process, and smoothly integrates Puurk without feeling forced. Would you like a version with additional flexibility for different client responses?
end of exam
End-of-Exam Provider Script:
"Before we wrap up, I want to mention that the front desk sent you a link at check-in. It’s a tool we use called Puurk, which has everything we just discussed—your treatment plan, recommendations, and any services you might want to consider. You can review it at your convenience, and when you're ready, you can even check out directly through that link."
If the client appears interested or has questions:
"Feel free to use it to follow up on anything we covered today. It makes it easier to stay on track with your plan, and if you have questions later, just let us know!"
This approach works well at the end because it summarizes the visit, reinforces the client’s ability to review their plan independently, and opens the door for future engagement.
i'm not introducing puurk
Maybe you're the kind of provider who prefers to focus solely on treating clients, leaving price discussions to someone else—totally fine!
Just like a great doctor discreetly inputs notes during an exam, you can effortlessly enter the services you’ve discussed into Puurk without needing to mention pricing directly to the client.
Beforehand, simply coordinate with your front desk to ensure the client receives their personalized treatment plan via text after your consultation.
As clients explore flexible payment options, you’ll start noticing an increase in average transaction values. By making services more accessible, you’ll not only boost sales but also enhance client satisfaction.
This method works best if treatment is performed a different day so the client can process the plan and payment options.
provider types & Scripts
Step 1: Identify your provider type
The Overly Aggressive Salesperson – You love to sell, and you’re always pushing for the next service or upsell.
The Whisperer – You’re quiet, reserved, and sometimes leave clients wondering if they caught everything you said.
The Hangover Hero – You’re laid-back, casual, and somehow manage to make it work even on your off days.
The Overly Friendly Bestie – You instantly bond with clients and make them feel like they’ve known you forever.
The Perfectionist – You’re all about precision, detail, and making sure everything is done flawlessly.
The Zen Master – You create a calm, soothing environment where clients feel totally at ease.
The Walking Billboard – You love the products and treatments you offer, and you’re always subtly promoting them.
The Always-on-Break Provider – You’re laid-back, go with the flow, and don’t take things too seriously.
The Know-It-All – You’re confident, knowledgeable, and love dropping technical terms into conversations.
The Too-Relaxed Provider – You’re easygoing, sometimes too much, but your calm vibe keeps clients coming back.
Step 2: Role-Play Scripts
1. The Overly Aggressive Salesperson
Script:"You know, we’ve gone over a lot of great options today. I’ve already put everything into your plan, and you’ll get a link by text in a minute. With Puurk, you can spread out payments and get started without paying everything upfront. It’s a smart way to do more without worrying about the total right away!"
2. The Whisperer
Script:(Quietly, with a calm tone)"I’ve added your treatments to the plan. You’ll get a text with the details soon. There’s also an option to spread out payments, if that helps. You can review it anytime."
3. The Hangover Hero
Script:"Alright, we’re all set. I added everything we talked about, and you’ll get a link by text in a sec. If you want, you can spread out payments—it’s super simple. Just check it out when you’re ready."
4. The Overly Friendly Bestie
Script:"Okay, bestie! I just put everything into your plan. You’ll get a text link in a minute, and guess what? You can spread out payments if you want. No pressure—just check it out when it works for you!"
5. The Perfectionist
Script:"I’ve carefully added all the treatments we discussed into your plan. You’ll receive a link by text shortly. There’s also a payment option that allows you to spread out costs over time, which might make things more manageable. Let me know if you have any questions."
6. The Zen Master
Script:"Everything is ready. I’ve added the treatments to your plan, and you’ll get a link via text shortly. If it feels right for you, there’s a payment option that allows flexibility. No rush—just take your time."
7. The Walking Billboard
Script:"I added all your treatments into your plan, and you’ll get a text with the details in a moment. Also, if you’re interested, there’s a super convenient option to spread out payments. It’s what a lot of clients are loving because it makes things easier."
8. The Always-on-Break Provider
Script:"Cool, so I added everything to your plan. You’ll get a text with a link soon, and if you want, there’s a payment option that lets you spread things out. Totally up to you—check it out whenever."
9. The Know-It-All
Script:"Based on what we discussed, I’ve included the ideal treatments in your plan. You’ll get a text with the link soon. We also have a flexible payment option through Puurk that lets you break down costs into smaller installments. It’s a great way to move forward without upfront stress."
10. The Too-Relaxed Provider
Script:"Alright, all done. You’ll get a text with the plan in a minute. There’s also a payment option if you want to spread things out—no big deal. Just check it out when you’re ready."
Step 3: Practice
Have providers role-play their chosen style in pairs or groups. Encourage them to keep the tone natural and practice delivering the script until it feels comfortable.
upsell techniques
NEPQ stands for Neuro-Emotional Persuasion Questioning. It's a sales methodology developed by Jeremy Miner that focuses on asking specific, strategically structured questions to help prospects persuade themselves to buy—rather than feeling like they’re being "sold" to.
Key Principles of NEPQ:
Problem Awareness Questions – Uncover the client’s real needs by getting them to articulate their challenges.
Solution Awareness Questions – Guide the client to see the gap between where they are and where they want to be.
Consequence Questions – Help the client recognize the potential downside of not taking action.
Commitment Questions – Lead the client to make a buying decision without pressure.
Emotional Connection – Focus on how the solution makes them feel rather than just the features or benefits.
Why It Works for Upselling in a Med Spa Setting:
Clients don’t feel like they’re being sold; they feel understood.
Instead of pushing a service, you guide them to see how an additional treatment benefits their goals.
It naturally reduces resistance and increases conversions.
It’s essentially selling without feeling like selling.
The Client not expecting to be sold
Client Consultation Using NEPQ for Upselling & Puurk Introduction
Scenario:
You’re a provider at a med spa, and a client is coming in for her first Opus treatment. She expects to be treated, not sold. Your goal is to seamlessly introduce an upsell and Puurk without making her feel like she’s being pitched.
Greeting & Discovery Phase (Building Connection & Emotional Engagement)
You: (smiling warmly)
"Hey [Client's Name], welcome in! I know this is your first Opus treatment, so I just want to make sure you're feeling comfortable and excited. What made you decide to try Opus today?"
(This is an NEPQ “problem awareness” question. It encourages the client to express their motivations, which can later be linked to additional treatments.)
Digging Deeper – Identifying Underlying Desires & Needs
Client: "Oh, I just really want to improve my skin texture and get rid of some fine lines."
You: (leaning in slightly, genuinely curious)
"Got it! When you say ‘improve your skin texture,’ what do you mean exactly? Are you looking for smoother skin, more of a glow, or just an overall fresher look?"
(This allows the client to verbalize specific concerns, making it easier to introduce complementary treatments.)
Client: "I just feel like my skin looks dull, and I want it to be brighter and smoother."
Bridging to an Upsell – Offering a Solution, Not a Pitch
You: (nodding)
"That totally makes sense. A lot of people who come in for Opus say the same thing—they want that fresh, smooth glow. And actually, some of the best results I’ve seen happen when we combine Opus with [insert complementary treatment, e.g., PRP, RF microneedling, or even medical-grade skincare]. Have you ever looked into something like that?"
(This is an “implication” question—it subtly introduces the idea of a combination treatment without directly selling.)
Client: "Not really. What does that do?"
You:
"Basically, Opus is amazing for resurfacing and improving texture, but when we pair it with [upsell treatment], it helps [insert benefit] even more. That’s why a lot of clients who start with Opus end up adding [treatment] to really lock in that glow. Would you be open to learning a little more about how that works?"
(Now, you’ve framed the upsell as a natural part of achieving her desired result, rather than just an extra treatment.)
Introducing Puurk Naturally – Lowering Resistance to a Bigger Commitment
Client: "Hmm, that sounds interesting, but I didn’t plan on spending more today."
You: (casually, with a light smile)
"I totally get that. Honestly, most clients don’t come in expecting to do more either, but once they see how much better their results can be, they want to at least explore their options. That’s actually why we have a really cool way to break things up into easy monthly installments—so you can get everything you want without feeling like you have to decide between one thing or the other today.
Would it be helpful if I showed you how that works, just so you can see what it would look like?"
(This is a classic NEPQ approach—giving them a way to say yes without feeling pressured.)
Closing Naturally – Letting Them Decide
Client: "Hmm, yeah, I wouldn’t mind looking at that."
You: (pulling up Puurk pricing)
"Cool! So, for example, if you wanted to do the Opus package with [upsell treatment], it would normally be [$X]. But with this, it’s just [$Y] per month—so it’s more like keeping up with your skincare routine instead of a big one-time thing.
Does that make it easier to go for what you actually want today instead of spacing it out?"
(This frames the decision in a way that feels logical and beneficial rather than like a “sell.”)
Final Step – Letting Them Feel in Control
Client: "Yeah, that’s actually not bad. I think I’ll go for it."
You: (smiling)
"Awesome! I’ll get everything set up for you. You’re going to love the way this combination works together!"
Why This Works:
It’s not a sales pitch—it’s a conversation. You’re just helping her achieve her goals.
You’re not selling treatments—you’re selling results. Framing the upsell as a way to enhance what she already wants makes it feel natural.
Puurk removes financial friction. By presenting monthly installments as a way to “not have to choose,” she’s more likely to say yes.
This way, the client leaves feeling excited about her decision instead of feeling “sold to.” That’s the power of NEPQ in action. 💡
The "Get in & get out client"
Regular Client NEPQ Upsell Approach – The “Get In, Get Out” Type
Scenario:
A repeat client comes in every 3-4 months for the same treatment. She’s not chatty, doesn’t want a sales pitch, and just wants to get in and get out. Your goal is to subtly introduce an upsell or Puurk without disrupting her routine or making her feel like she’s being “sold.”
Greeting & Quick Rapport (Maintaining Familiarity & Comfort)
You: (with a friendly but low-pressure tone)
"Hey [Client’s Name], welcome back! Same treatment as usual today, right?"
(This respects her preference for efficiency—no fluff, just straight to the point.)
Client: "Yep, just the usual."
Casual Curiosity – Planting a Thought Without Feeling Like a Pitch
You: (as you prep her treatment, keeping it natural)
"You know, I was thinking about you the other day because I had a client who comes in for this same treatment, and she just started adding [complementary service or skincare]. She said it made a pretty noticeable difference. Have you ever thought about trying something like that?"
*(This phrasing does three things:
Makes her feel considered ("I was thinking about you…")
Creates social proof (another client did it and loved it)
Keeps it casual—no hard sell, just curiosity.)*
Addressing Resistance Before It Comes Up
Client: "Nah, I just stick to what works."
You: (nodding, agreeing)
"Totally get it. You’ve got a routine, and it’s working for you. The only reason I even bring it up is because some of our longtime clients who thought the same thing tried it once and were surprised at how much they liked it.
No pressure at all, but if you ever do get curious, I can always make it easy to add on—just let me know."
(This keeps control in her hands while subtly planting a seed. No pressure, just awareness.)
Introducing Puurk Without Feeling Like a Sales Pitch
Client: "Yeah, I’ll think about it."
You: (light tone, as you wrap up)
"Cool! Oh, and just a heads-up—some of my clients who come in regularly like you have been using our monthly option for things like this, just to space it out a bit instead of paying all at once. I know you like to keep it simple, but if you ever want to see what that looks like, just let me know."
(Again, no hard sell. It’s just a “by the way” mention, keeping it light while planting another thought.)
Closing Out Smoothly – Keeping Her Comfortable
Client: "Yeah, I just like to get it done."
You: (smiling, handing her aftercare instructions)
"Gotcha, you’re efficient—I like it. Same routine for aftercare, and as always, let me know if you need anything!"
Why This Works:
✅ Respects Her Routine – No long-winded pitches, just quick, natural conversation.
✅ Creates Curiosity – “Have you ever thought about…?” is low-pressure but makes her consider it.
✅ Uses Social Proof – Mentions what other clients are doing rather than making it about you selling.
✅ Leaves the Door Open – Ends with “Just let me know” instead of pushing her into a decision.
This approach keeps her comfortable while subtly nudging her toward something new—without ever making her feel “sold to.”
The "Just charge my card on file" Client
NEPQ Approach – Transitioning a Membership Client to Puurk & Upselling Without Pressure
Scenario:
This client is on your membership program, gets discounted treatments, and always just says "charge my card on file" before leaving. She’s not actively looking for anything extra, but you want to introduce Puurk as a VIP checkout experience and naturally upsell without making her feel like she’s being sold.
Step 1: Greeting & Reinforcing Membership Benefits
You: (warm, professional, and familiar)
"Hey [Client’s Name], welcome back! I always love seeing our VIP members. Are we keeping with your usual today, or have you been curious about anything new?"
Client: "Just the usual."
You: (smiling)
"Of course! Oh, quick question—how have you been feeling about your results? Noticing anything you’d like to tweak or improve even more?"
(This keeps it casual while opening the door for an upsell.)
Client: "I mean, I like it. It’s been working for me."
Step 2: Soft Upsell – Framing It as a VIP Perk, Not a Sale
You: (thoughtful, engaging)
"That’s awesome! You know, since you’re one of our members, you actually get early access to [upsell treatment] at an exclusive member rate. I don’t think we’ve talked about it before, but some of my regulars who love what you’re doing have started adding this, and they’ve been obsessed with the results.
Would you be open to hearing why they love it?"
(This shifts curiosity toward the upgrade without feeling like a pitch.)
Step 3: Handling Price Objections Without Saying Numbers Out Loud
Client: "What does it do?"
You: (nodding, expert tone)
"So what’s cool about it is that while your current treatment keeps everything [benefit: smooth, youthful, glowing], adding [upsell] actually helps [deeper hydration, longer-lasting effects, enhanced tightening, etc.]. It’s something that really builds over time, so you don’t just see great skin now—you’re actually slowing the clock a little."
Client: "How much is it?"
You: (calm, seamless transition)
"Great question! Instead of listing it all off, let me send you a quick link where you can see your member pricing, along with how some of our VIPs have been setting up their treatments ahead of time so they never have to think about it.
This way, you can review everything privately, and I can answer any questions while you look."
(This removes any awkwardness around pricing and lets her explore options without feeling put on the spot.)
(You send her the link to view prices + installment options.)
Step 4: Transitioning to Puurk as a VIP Upgrade, Not a Payment Plan
Client: (scrolling through prices) "Oh, I didn’t realize [upsell] was an option for members."
You: (smiling, low-pressure)
"Yep! And since you already come in regularly, we’ve upgraded the way we handle memberships. Now, instead of processing payments at each visit, everything runs through a VIP client account.
This means your treatments—including anything extra you decide to add—are already set up, so you never have to check out each time. You just come in, relax, and go."
(This makes Puurk feel like an effortless concierge service rather than a financing option.)
Step 5: Gently Closing Without Pressure
Client: "So, I can just add this and have it spaced out?"
You: (nods, smiling)
"Exactly! A lot of our members have been doing that so they can maximize results without having to decide each visit. Would you want to go ahead and lock it in for today, or did you want to try it next time?"
(This keeps her in control while nudging toward a ‘yes’ today.)
If she agrees:
You: (light tone)
"Great choice! You’re going to love how this complements your routine. I’ll get it set up so it’s seamless moving forward."
If she hesitates:
You: (warm, no-pressure close)
"Totally fine! Just know it’s always available in your account if you ever decide to add it later. No extra steps—just easy access whenever you’re ready."
Why This Works:
✅ Frames Puurk as a Concierge Upgrade, Not Financing – Feels like a VIP service, not a payment plan.
✅ Makes the Upsell Feel Like a Membership Perk, Not a Sales Pitch – It’s about enhancing what she’s already doing, not selling something extra.
✅ Lets Her See Pricing Privately – No uncomfortable money talk, just easy access to numbers on her terms.
✅ Keeps the Conversation Low-Pressure – She’s making a smart skincare decision, not a purchase.
✅ Ends with an Easy, Confident Close – Assumes the sale without being pushy.
Now, she walks away feeling like she upgraded her skincare, not that she was "sold" something.
The price conscious client
NEPQ Approach – The Price-Conscious Client Who Wants to Know Every Cost
(Using her price questions to seamlessly introduce Puurk while letting her view pricing privately on her phone.)
Scenario:
This client asks for the price of everything and may hesitate on costs. Instead of saying numbers out loud, you’ll use her questions as a natural way to introduce Puurk, allowing her to see pricing and installment options on her phone without feeling pressured or self-conscious.
Step 1: Greet & Acknowledge Her Interest in Price
You: (welcoming, professional, warm)
"Hey [Client’s Name], good to see you! Are we focusing on your usual today, or were you curious about exploring anything new?"
Client: "How much is [treatment]? And how much is [another treatment]? Also, what’s the price for [service]?"
You: (smiling, confident)
"Great questions! We actually just made it easier to see everything all in one place. Instead of me listing it all off, I’ll pull it up for you so you can review everything right on your phone, including how clients have been setting up their treatments in advance.
Let me send you a quick link—it gives you full access to your treatment options."
(This feels high-end and seamless, like you’re giving her control rather than avoiding price.)
Step 2: Introduce Puurk as a Premium, Flexible Checkout Option
(As you send her the link, casually explain why it’s useful.)
You:
"With this, you can see not just pricing, but how a lot of our clients have been scheduling their treatments ahead of time so they don’t have to think about it at each visit.
It basically lets you customize how you want to set things up—whether you want to lock in everything upfront or split it into scheduled sessions over time. Super easy, and totally up to you."
Client: (scrolling, curious) "Oh, interesting. So I can just book and pay like this?"
You: (light tone, no pressure)
"Exactly. Some of my clients use it to space things out, while others just like knowing their treatments are pre-set and ready to go. It keeps things flexible without changing what you’re already doing."
(This makes Puurk feel like a strategic tool, not a payment plan.)
Step 3: Subtly Upsell While She’s Engaged with the Pricing
Client: (scrolling) "I didn’t realize this one was this much. What’s the difference between this and the other option?"
(Now that she’s asking about options, guide her toward the upsell naturally.)
You:
"Good question! That one gives you [benefit: longer-lasting results, deeper hydration, faster collagen boost, etc.]. A lot of my clients who originally did just [cheaper option] have been switching to this one because they’re seeing [specific upgrade benefit].
With what you’re already doing, it would actually complement your routine perfectly. If you’re open to it, I can go over why some clients have made the switch."
(Now, she’s interested in the upgrade, not just the price.)
Step 4: Let Her Choose Without Feeling Pressured
(If she hesitates, reassure her that the decision is in her hands.)
Client: "Hmm, I’ll think about it."
You: (nods, casual)
"Totally! That’s why we set it up this way—you don’t have to decide everything today. If you ever want to add anything, it’s right there in your account, and we can adjust whenever you’re ready.
Did you want me to go ahead and lock in your usual, or would you rather try the upgraded option and see how you like it?"
(This makes her feel in control while gently nudging her toward the upgrade.)
Step 5: Close Smoothly Without “Selling”
If she goes for the upgrade:
You: (smiling)
"Excellent choice—I think you’ll love the results. I’ll go ahead and add it to your account so everything is set for you."
If she sticks to her original treatment:
You: (light tone, reassuring)
"Sounds good! And just so you know, if you ever change your mind, it’s easy to adjust right from your account—no hassle at all."
(This leaves the door open for future upsells.)
Why This Works:
✅ Keeps Pricing Private & Professional – The client sees prices herself instead of hearing them out loud.
✅ Positions Puurk as a Convenience, Not a Payment Plan – It’s about scheduling flexibility, not affordability.
✅ Frames the Upsell as an Upgrade, Not an Extra Cost – Encourages smart skincare decisions instead of just higher spending.
✅ Leaves the Client Feeling Empowered, Not Pressured – The choice always stays in her hands.
Now, she feels like she’s optimizing her routine—not just spending more money.
The "I could buy this whole Spa" client
NEPQ Approach – Upselling & Transitioning a High-End Client to Puurk Without Diminishing Status
Scenario:
This is your luxury client—the one who looks like she could buy the entire menu of services without blinking. She expects a high-end experience, not a sales pitch, and suggesting a “payment plan” could feel unnecessary or even offensive. The goal is to upsell naturally while positioning Puurk as a VIP concierge experience, not financing.
Step 1: Greeting & Setting the Tone for Exclusivity
You: (polished, engaging, effortless)
"Welcome back, [Client’s Name]! I always love seeing you. Your skin is looking amazing—how have you been feeling about your results?"
Client: "Oh, I love it. It’s been great as always."
You: (smiling, thoughtful)
"I’m so glad to hear that! You know, since you’re one of our VIP clients, I wanted to mention something we’ve been offering only to a select few. Have you ever looked into pairing your usual treatment with [luxury upsell]?"
(This immediately positions the upsell as exclusive and high-end, not a generic add-on.)
Step 2: Framing the Upsell as a VIP Insider Secret
Client: "No, what is it?"
You: (leaning in slightly, engaging tone)
"It’s been a bit of a best-kept secret for some of our most dedicated clients. While your usual treatment does an incredible job at [main benefit], adding [upsell] takes it a step further by [enhanced benefit: deeper hydration, longer-lasting results, superior lifting effect, etc.].
Some of my top clients have started incorporating it, and they’ve been absolutely obsessed with the difference. Would you like me to tell you a little more about why it’s been such a favorite?"
(Now she’s intrigued, not being sold to.)
Step 3: Handling the Price Question Without Saying Numbers Out Loud
Client: "That sounds nice. How much is it?"
You: (light, effortless transition)
"Great question! Instead of me running through all the details, let me send you a quick link where you can privately review everything on your phone, including some of the ways our VIP clients have been customizing their treatments for long-term results."
(This removes the awkwardness of a public price conversation while keeping the luxury experience intact.)
(You send her the link to view pricing + options.)
Step 4: Seamlessly Transitioning to Puurk as an Exclusive VIP Checkout Experience
(As she scrolls through the pricing, introduce Puurk naturally—without making it seem like a budget option.)
Client: "Oh, I didn’t realize this was an option."
You: (smiling, confident)
"Absolutely! And since we’re talking about elevating your experience, we’ve also upgraded the way we handle our VIP checkouts.
Instead of handling payments at each visit, we now set up a concierge client account so all your treatments—including anything new you decide to add—are seamlessly managed. That way, your treatments are locked in, and you never have to check out manually again."
(Now, Puurk is a premium service, not a payment option.)
Step 5: Closing Effortlessly by Letting Her Feel in Control
Client: "So I can just add this to my account?"
You: (nodding, reassuring)
"Exactly! Some of my top clients love it because it lets them plan out their skin goals in advance without having to think about logistics each visit. You just walk in, get treated, and go—it’s a fully curated experience."
(Now, she sees Puurk as a luxury convenience, not a payment adjustment.)
You: (casual close)
"Would you like me to go ahead and set that up so everything’s taken care of for you?"
If she says yes:
You: (warm, confident)
"Excellent choice. You’re going to love the difference this makes—I’ll take care of everything for you now."
If she hesitates:
You: (graceful exit, keeping the door open)
"Totally! Just know that it’s always available for you. I only bring things up when I genuinely think they’d be a great fit for you."
(This keeps the interaction elevated, respectful, and open-ended—no pressure, just exclusivity.)
Why This Works:
✅ Keeps Pricing Private & Sophisticated – She reviews numbers on her terms, maintaining a high-end feel.
✅ Frames the Upsell as a VIP Insider Experience – Not an “extra,” but a next-level luxury enhancement.
✅ Introduces Puurk as a White-Glove Service, Not a Payment Plan – It’s about effortless luxury, not affordability.
✅ Leaves the Client Feeling in Control, Not Pitched – She’s making a sophisticated decision, not just buying more.
✅ Ends with a Soft, Elegant Close – No pressure, just a natural next step in her VIP experience.
Now, she feels like she’s been given exclusive access—not that she was "sold" something.