Healthcare Consultations: 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 motivators in our last post, and the reasons why people …
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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.
Healthcare consultation skills: 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.
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. Think back to the last time you made a major purchase. Was it a car, a house, an item of clothing? You …
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.
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.
Healthcare consultations: 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.
Great expectations – managing your self-talk
One aspect of the ideal healthcare consultation process is called: managing your self-talk. When facing strangers in a selling situation when meeting new people in healthcare consultations.
Healthcare Consultations: 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…
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