Communication skills and clinic teamwork training to to convert more consultations into patients
The Healthcare Staff Consultation Training is the only clinic consultation communication skills and clinic teamwork training course designed specifically for health clinic staff in the UK.
This popular workshop focuses on the key components of a successful consultation for today’s sophisticated buyer. Participants learn how to greet and warm-up patients, communicate their intentions for the consultation, and perform an in-depth discovery, enabling them to uncover the true emotional reasons why their client would want to buy their product.
We discuss the psychology of the presentation and introduce concepts such as “Dominant Buying Motive”, “Past Motivating Incidents and Future Motivating Events”, “Information Confirmation”, and more. Throughout this fast paced, interactive and entertaining workshop we provide attendees with a series of clear distinctions so they can systematise each step of the sale. This systematic approach gives “non-salespeople” the ability to continually improve their performance.
What’s in it for you?
The majority of clients engaging in Consultation Training realise at least a 10:1 return on investment on these training courses with some clients realising as high as 25:1 ROI. One independent clinic engaged us to train their staff to enhance their customer service and selling skills. Three months after the training, their consultation to patient conversion rate increased by 5%. This small increase results in additional sales of £228,000 per year. The client is delighted and the staff feel increasing confidence in their own performance and their contribution to the clinic’s goals. After consistent coaching and further instruction, the team’s conversion rate has increased by another 5%.
While many people master the distinctions of the Discovery, they may still deliver a generic presentation. However, in this course, participants learn three methods for linking valuable Discovery information with the rest of the presentation. For example, delegates will master the Benefit Statements, Overcoming Objections, and the telling of relevant and emotional Third Party Stories.
Additionally, we will teach the important step of Information Confirmation, which is the process of confirming the customer’s information and setting the tone for obtaining the commitment.
Participants in this seminar will learn the difference between compliance and commitment as well as powerful methods to commit the customer early in the consultation, thereby eliminating back end objections that sabotage many consultations. In this two day seminar, we show your staff how to incorporate the “4 Conditions” that must be answered in any consultation to create urgency, rather than pressure, to make a sale today.
Through challenging role-play exercises, your staff will be conducting the most professional consultations in the industry within two days.
How long is the workshop?
Custom Consultation Training’s can be scheduled at the client’s convenience. The training usually requires two full-days to deliver the learning objectives.
Monthly London Training: We hold a monthly multi-clinic training where individual clinics can send from as little as 1 staff member. These trainings are available in two consecutive full-day sessions from 9am to 6pm.
Who should attend?
Custom Consultation Training: A minimum of eight delegates for customised in company courses (i.e. patient counselors, coordinators, nurses, chiropractors, optometrists, dental assistants, technicians, physiotherapists, therapists, clinic managers, practice managers, sales managers, doctors, consultants, dentists, surgeons, etc.).
Monthly London Training: If you have seven or fewer delegates attending at once our Public option available on a per participant basis, may be of interest to you.
What does the Custom Healthcare Staff Consultation Training include?
- on-site consultation process observation and reporting (individual and group a planning and goal setting meeting with manager
- customised instructional design aimed at distilling the essence of your unique selling propositions
- delegate workbooks
- a full consultation evaluation worksheet that you can use to monitor your staff’s performance on the job
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