Healthcare Consultation Skills: Handing over patients to specialists for the examination Now that we have examined the goals, components and examples of a good confirmation statement, let’s briefly discuss how these confirmation skills can be effectively used throughout the rest of the sales process. Most [...]
This post shares an example of a powerful confirmation statement that can be used after getting your prospects needs, that links the prospect's life priorities to the product that you're offering.
Advertisers do this all the time, for example: have you ever found yourself driving down the road, perfectly content, until the moment you see the picture of a double-cheeseburger and chips on a billboard you just passed. All of a sudden, you realise that you haven't had anything to eat for hours, and start feeling the hunger in your stomach. Like Pavlov's dog, you may even notice that you begin to salivate a little, because you've been conditioned to respond to visual stimuli that foreshadows a savoury meal. Here's how to do the same thing during your healthcare consultations...
Sometimes you can do everything right, but still find yourself in front of a customer that either blocks you, or resists your attempts at understanding their needs. When this happens, you can either think on your feet, or have a plan of options that you can use when you're dealing with a tough customer. In this post, we share our four methods to deal with the tough customer in the sales presentation.
The time to uncover objections is not after we make a proposal and ask for the sale. At this point, the prospect must justify their objection with evidence (which are often holes in your proposal), and you spend the remainder of your selling time justifying your price. Instead, I suggest you uncover objections early in the consultation, before it's too late.
What are the four conditions that always must be satisfied to make a sale? Some people call these conditions the 4 whys. Low investment or straight re-buy products and services (like a bottle of water on a hot day or going for an annual dental exam) require only a perfunctory approach to answering these conditions. High-investment products and services (such as elective health care) may require a considerably more thorough approach to answering the four whys. This an illuminating part of our consultation skills and teamwork training course so pay close attention to what is revealed here, because it can really help you understand what your patients are thinking during a medical consultation.
To elicit strong dominant buying motives, or emotional responses from our consultation prospects, we need ask powerful questions. in this post, we share the questions that consistently generate the information we need from prospects, after over the past ten years of experimentation.
Healthcare Consultation: How to ask questions that reveal why people buy Why do people buy elective healthcare services? They are buying it because they hope to gain something, or to avoid continued pain. Most people are in strong agreement that the reasons we listed are very powerful emotional [...]
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.
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.
