Welcome to OMD TV – the place to be to grow and scale your practice. Today, we are going to talk about sales objections and how to drive more profits for your practice.
Everyone is in sales, whether you like it or not, even doctors if you want to sell your treatment plan to patients, you still need to convince them to follow it.
Usually in a lot of practices, this is what we see…they either take someone who have extra time for the new patient enquiry handling position or a lot of times they haven’t been able to identify who is actually comfortable with sales or needs to be trained.
People in medical do not perceive themselves as sales people, for example if you hire a receptionist who is doing everything administrative and has no sales background or any sales training, how is she supposed to deal with converting prospects to patients, especially for high value procedures.
A lot of times, we have this misconception about selling and It is not about selling but educating people on the options, we have the opportunity to tell people that we have these options, you are doing services to your patients by explaining there are more options to do a certain procedure, not just selling.
When we provide sales training to our clients’ team, we show them how to use
FAB selling method. Basically, what you need to show your prospects the Features, Advantages and the Benefits.
People don’t understand how to show prospects in front of them what is going to be good for them. What is it that might benefit the person in front of them or over the phone or they don’t even know to qualify prospects to see if they are the right fit or not.
For examples, if I talk to someone and they said, for example that that want take away the wrinkles on their forehead, I may ask them questions what it is about the wrinkles that are bothering them , is there anything else that they feel that would be affecting them?, and why is it bothering them now?
Maybe they are trying to find a job that that might affect their chance of landing a job or they maybe single, there are multiple reasons…
And then I can actually think about the FAB that person needs a Botox for that are catered specifically for them and they’ll see the value much more easily.
One of the first things you can do is to create a short questionnaire and send it to prospects ahead of time or ask them over the phone before they come in.
I would have questionnaires about their lifestyle, for example if they work, what type of work they do? You know just to learn more about the prospects and build rapport with them and know how to build the FAB that are catered to their specific situations.
A lot of time you might come across with some objections such as
“I don’t have that kind of money”
You gotta figure it out if is it true or false objection, and a lot of time it is not the true one.
You need acknowledge it, and say you know it Jess…I know it is not really what you anticipate today, have you considered payment plan?, because majority of patients can take advantage of our services paying small partial payments instead of the full lump sum.
Or objection like…
“I only want to do what insurance covers”
Oh you can say…
“I understand, will you expect the insurance cover everything today? The insurance only covers the basics that you need to get done. Can I ask you a question…if you don’t have to make decision right away, can you do me a favour and just go home and just think about what you deserve and think about what’s valuable to you and your life moving forward…
At the end of the day, you still need to find the right surgeon and get it done and what I don’t want you to do it to pay for whatever insurance covers and don’t think that you deserve the best quality of care that you can have.
Another common objection like…
“I just need to think about it and I talk to my spouse “
You can say…well….what is it that you need to think about, can we discuss it right now? why don’t we set up a conference call or a face to face meeting with your spouse and you can ask any question that she or he may have..
Well, there are many objections that your prospects can throw at your staff, the question is are you sure your staff is well trained to deal with all of these?
Now as you know, sales and new patient conversion is the blood stream of the business, and one of the key problems that I’ve seen over the years from struggling practice is that they don’t have a proven sales process in place to convert more enquiries into bookings.
We cover qualifying prospects and dealing with objections in more detail, as well as many other topics, in our comprehensive sales training guide called the “7 Figure Samurai Sword Sales Guide For Clinics”. We have both electronic and audio versions for you, so check it out and apply what you will learn in it and you will see your new patient conversion rate improve immediately after you start applying it.
Actually, I’ve just received a lovely message from one of the readers:
“I wanted to let you know that your guide has helped me substantially. I closed on 95% of my referrals using the techniques on this guide. It was the best $349.00 I have spent and I made it the ROI 30x over.”
Tina Alizah Shahar, MS, CCC-SLP, OMT
Orofacial Myofunctional Therapist/Speech Pathologist – CEO
TASL Speech Therapy Consultants
950 Echo Lane #200
Houston, TX 77024
I’ll leave a link to it in the show notes so you can purchase this guide.
Thanks for turning in and hope to see you in our next episode.