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All posts relating to handling patients in consultations, at appointment or during face-to-face sales interactions (not case studies)

Healthcare consultation skills: It’s all in the emotions – focusing on dominant buying motives

What do people want? Understanding the answer to this question can unlock the potential of your selling efforts. As soon as you can distinguish from wants and basic needs, as soon as you understand how to talk directly to your consumer's heart, you can begin to establish your role in their life.

By |2016-10-28T10:27:53+01:00May 15th, 2012|Categories: Step 3: Closing first appointments|Tags: , |4 Comments
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Healthcare consultation: asking questions in healthcare consultations

We're just getting started into our discussion of the discovery - the part of the consultation where you ask your prospect the right questions to elicit their motives, concerns, criteria and timing. So far, we've covered why listening is so important, the 4 goals of the discovery, and what must be present so that sale can happen. If you missed these posts, I'd recommend reading the earlier posts to understand why we need to employ the subject of today's post: Asking deeper and deeper questions.

By |2016-10-28T10:27:53+01:00May 2nd, 2012|Categories: Step 3: Closing first appointments|Tags: , |Comments Off on Healthcare consultation: asking questions in healthcare consultations
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Healthcare consultation skills: The must-have for a sale to happen

Consultation Skills: The must-have for a sale to happen What must be present for someone to make a purchase decision? No one will buy anything unless there is a problem if they don’t. “If you can find a path with no obstacles, it probably doesn’t [...]

By |2016-10-28T10:27:53+01:00April 30th, 2012|Categories: Step 3: Closing first appointments|Tags: |1 Comment
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Healthcare consultation skills: The 4 goals of a good discovery

The discovery, is the part of the consultation where we ask questions about the prospects experiences that led them to identifying there is a problem to solve. We ask them about their past experiences, aiming to reveal their pain. We ask them about their future aims, in order to reveal their hopes for gain. We do this to identify their dominant buying motive, so that we can earn the right to recommend a solution that will solve their problem.

By |2016-10-28T10:27:53+01:00April 25th, 2012|Categories: Step 3: Closing first appointments|Tags: , , |5 Comments
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Healthcare consultations skills: Using intent statements keeps them fresh, personalised and motivating

In our healthcare consultation skills and teamwork course, we ensure that all of the participants write and learn their own intent statements. In our coaching, we help them adapt their intent statements until they fit like a glove and can be delivered with maximum confidence and enthusiasm. This is often the only step in the process that we insist is scripted, learned, rehearsed and repeated verbatim.

By |2016-10-28T10:27:53+01:00April 23rd, 2012|Categories: Step 3: Closing first appointments|Tags: , , |3 Comments
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Healthcare consultation skills: The 3 biggest mistakes salespeople make

It is essential to listen to our prospective patients in order to tailor-make our healthcare consultations to hold the attention of our clients to suit their needs. Nothing is more important. After the greeting, the warm-up and the intent statement, we're ready to start asking our prospects questions, and ready to start listening to the answers. Skip this step at your peril, for there are major problems that can arise should you not listen to your prospects.

By |2016-10-28T10:27:53+01:00April 16th, 2012|Categories: Step 3: Closing first appointments|Tags: , |3 Comments
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Healthcare consultation skills: Elements of the intent statement (part 2)

In case you've joined us in our discussion midstream, we're talking about intent statements, and the elements that make a good one. In this post, we explore two communication techniques that serve to get prospects to open up with us, so we can better identify needs. Read more...

By |2016-10-28T10:27:56+01:00April 4th, 2012|Categories: Step 3: Closing first appointments|Tags: |1 Comment
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Healthcare consultation skills: Elements of the intent statement (part 1)

Intent statements are invaluable devices we can use to communicate expectations to any prospect on any sales call or consultation. In this post, we share the first 3 of 5 elements of the an intent statement...

By |2016-10-28T10:27:56+01:00April 3rd, 2012|Categories: Step 3: Closing first appointments|Tags: , , |1 Comment
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Healthcare consultation skills: Communicating your intent

At the beginning of a healthcare consultation (after the warm-up, of course), it helps to informs our patients of the itinerary and expectations of the day. The tool we use at this stage is the "intent statement". It's a great way of reducing the patient's fears and tensions so that they will open up to us later in the healthcare consultation process, and supply us with the information we need to offer a solution that will address their needs.

By |2016-10-28T10:27:56+01:00March 22nd, 2012|Categories: Step 3: Closing first appointments|Tags: , |Comments Off on Healthcare consultation skills: Communicating your intent
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Healthcare consultation skills: The critical first 5 minutes

The first 5 minutes of the ideal healthcare consultation represent our only chance to make a first impression. Reduce the prospect’s tension so they will open up to us. When meeting with new patients for the first time, here are 4 do's and 4 don't's to put your patients at ease...

By |2016-10-28T10:27:57+01:00March 19th, 2012|Categories: Step 3: Closing first appointments|Tags: , , , |Comments Off on Healthcare consultation skills: The critical first 5 minutes
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