Healthcare consultation skills: Linking our prospects’ life priorities with our products’ benefits
While we’re on the subject of information confirmation that follows the discovery in the healthcare consultation, here’s another variation of a powerful confirmation statement that links the prospect’s life priorities to the product that you’re offering. This example is from the field of eye surgery, but you could simply exchange the specifics with the needs and benefits behind your speciality:
Me: “John, how important is good vision without glasses to you?”
John: “Very important.”
Me: “Ok, very important means a few things to different people. Do you mind if I ask you where good vision without glasses is on a scale of 1 to 10?”
John: “Oh, I’d say about an 8.”
Me: “Great. Now obviously John, good vision without glasses is important in your life, but there are other things of greater value to you. Do you mind me asking what they might be? What’s the greatest priority in your life?”
John: “That would be my family. Career, health, and golf”
Me: “So John, let me see if I have this right. You live in Southampton, where you are an accountant. You really enjoy golf, and you go to the gym at least three times a week. Good vision without glasses is important to you because it gives you the ability to do your job with less inconvenience and frustration, and family is the most important thing to you. But you’re also very committed to your career, health, and definitely enjoy the game of golf.
One of the challenges you’ve been having, however, is that your glasses are always getting in the way and making you feel irritated and exhausted during your day at work, so when you get home, you’re really not in the mood for spending much quality time with the kids.
So if I could show you how to enjoy the kind of lifestyle that would give you the opportunity to be free of glasses for most of your day, so that you’re not as tired in the evenings, enable you to get more enjoyment from your golf game, bettering your career, and supplying you with more energy to enjoy family time, since that’s so important to you, would that be something you’d take a serious look at?”
Again, we’re simply showing our prospects that our product can help them to fulfill their deepest desires that make up human life.
In our medical consultation workshops we help you learn that art of the information confirmation so you too can deliver powerful confirmation statements that nearly close the sale before you’ve even begun closing.