Health Care - Neuropathy plan
Sales Assessment Results

"We've been using another treatment for neuropathy and haven't seen any issues, why should we switch?"

Many patients we meet with have tried lots of things, but aren't seeing the results they are after. We use a comprehensive approach which is why we get results others don't.

The response effectively acknowledges the objection by recognizing that the prospect has experience with their current treatment. However, it falls short in several areas: 1. It lacks specific details about the comprehensive approach and how it differs from the competition, which is essential for demonstrating value. 2. There’s no clear communication of the unique benefits or outcomes that could convince the prospect to consider a switch. 3. The response misses an opportunity to ask exploratory questions that could dive deeper into the prospect's current experience and pain points, fostering curiosity and discovery. 4. A closing technique or a call to action is absent, making it unclear what the next steps should be. Overall, while the acknowledgment of their experience is a good start, more emphasis on demonstrating value and engaging the prospect would strengthen the response.

"The upfront cost of your neuropathy plan is higher than we expected, can you justify the investment?"

I totally understand that. Our program entails everything you need to get back to a better quality of life. We have left no stone unturned as we would rather you didn't have to purchase something else down the road. How do you feel your life could change if you began treatment today?

The response acknowledges the prospect's concern about the upfront cost, which is good for establishing rapport. However, it lacks specific justification for the investment, such as highlighting the long-term benefits or potential cost savings of the program. The question at the end is effective in prompting the prospect to visualize the impact of the treatment, but it could be more engaging if tied directly to the value of the program. Overall, the communication is clear, but it misses an opportunity to solidify the value proposition. To improve, consider including specific details about the program's benefits and outcomes to justify the cost more effectively. Additionally, you might want to ask more probing questions about their concerns regarding the investment to demonstrate curiosity and active listening.

"I'm not convinced that your plan is significantly better than what we currently have in place."

I appreciate your concern, but would like to better describe what you are getting. Our lights are the only lights on the market designed to reduce inflammation and pain, while increasing blood flow and circulation. We add to that the vibration plate to improve blood flow. Next is the electrical therapy to reprogram how your nerves communicate to your brain. The supplements are also going to reduce inflammation while improving blood flow. Combined with the in office care of decompression and adjustments, this allows us to see a 90% success rate! The products you were using, we actually used to recommend them as well. Once we switched to these we instantly saw better results for our patients and helped more people feel better and function better.

The response provides some valuable information about the unique features of your plan, such as the specialized lights and combined therapies, which is good for value exploration. However, it lacks a clear acknowledgment of the prospect's skepticism, missing an opportunity for active listening. To improve, you could directly address the perceived effectiveness of their current plan versus yours, potentially by asking questions to uncover specific areas where they feel their current solution falls short. Additionally, while you mention a 90% success rate, it would be more impactful to share a brief testimonial or case study to further demonstrate the value and effectiveness of your approach. Incorporating a closing technique, such as a question about scheduling a follow-up or a demo, would also enhance the engagement. Overall, the communication is clear, but it could be more collaborative and tailored to the prospect's concerns.

"Our budget has already been allocated for this year, so we can't consider any new plans at the moment."

I totally understand that. I would love to help you through that. For starters, people that start our program and follow our eating and nutrition guidelines, typically save $150 per month. Combine that with increased ability to return to work and be more productive, can you see how starting the program may actually help your budget?

The response effectively acknowledges the budget objection, showing active listening. It introduces a potential solution by highlighting cost savings and productivity benefits, which adds value and invites the prospect to reconsider. However, it could benefit from a more collaborative tone and possibly a question to discover if there are any other budget considerations or flexibility in future planning. A closing technique could also be included to prompt a next step. Overall, strong effort in addressing the objection, but room for improvement in engagement and closing.

"How do I know that your plan will actually work for our specific needs?"

Great question. First off, the reason you are here today is because all of the testing we did yesterday, revealed to us that you are a good candidate for what we do. We actually only accept about 40% of the cases that come into our office, so I am glad you are sitting here today! Secondly, we only see 2 types of patients that don't respond to our program. First is the patient that doesn't follow the program the way we have it laid out. Can you commit to following the program the way we have designed it for you? Excellent. The second type of patient is the one that may have an underlying metabolic issue, like uncontrolled diabetes. The re-exam at 90 days will give us a clear indication if we are on the right track or if need to modify anything. We continue to do those every 3-6 months to ensure we are getting you the results you are after.

The response effectively addresses the concern by first establishing credibility through the testing conducted, which is a good way to validate the prospect's interest. However, it could benefit from a clearer structure and more empathy towards the prospect's specific needs. The salesperson does well to ask for a commitment, which indicates a proactive approach. However, it would be advantageous to explore the prospect's unique situation more thoroughly before jumping into commitments. This could have been achieved by asking questions about their specific needs or experiences with other plans. The use of metrics (like the percentage of accepted cases) helps in building trust, but the explanation could be simplified for better understanding. Additionally, while the closing technique of asking for a commitment is a start, it could be more aligned with a collaborative approach that emphasizes partnership in the healing process. Overall, while the response is informative, it lacks a touch of warmth and deeper engagement.

"We need more time to evaluate our options before making a decision on a neuropathy plan."

I completely understand. What other things are you considering? From my understanding of our conversation earlier, you have tried about everything out there and it is still progressing. What do you think will happen the longer you wait? Exactly, it will continue to get worse. What questions do you have so you can feel confident in your decision to get started today so we can get you feeling better as soon as possible?

The response effectively acknowledges the prospect's need for more time and aligns with their concerns. However, it could benefit from a softer approach rather than asking, "What do you think will happen the longer you wait?" which may come off as confrontational. By encouraging a discussion about their considerations while simultaneously reminding them of the urgency, you can create a more collaborative atmosphere. The final question does well to invite dialogue but could be framed more supportively. Overall, the clarity is good, but the tone could be improved to ensure it remains empathetic and solution-focused. **Score: 7**

"What kind of results can we realistically expect, and in what timeframe?"

Great question. Most patients will start to notice some positive changes in the first 1-2 months, but based on your level of nerve damage, you are probably looking at about 18 months for maximum healing. I describe healing like turning around a cruise ship. Today we are deciding to "turn the ship around". As we do this we will still be going the wrong direction through the first part of the turn. Our goal is to have the ship turned around and back to the starting point by our 90 day re-exam.

The response effectively addresses the concern by providing a realistic timeframe for results, which is crucial in healthcare. The metaphor of turning around a cruise ship is a creative way to illustrate the healing process, making it relatable and understandable. However, while the explanation is clear, it could benefit from a more structured closing technique by emphasizing the potential for improvement and inviting further questions. The tone is appropriate for the healthcare industry, being both informative and reassuring. There could also be a bit more focus on the specific value of the treatment and how it directly impacts the patient’s quality of life. Overall, it shows active listening and a solution-focused approach, but lacking a collaborative wrap-up.

"I’ve heard mixed reviews about your service. How do you address customer satisfaction?"

Customer satisfaction is our top priority. While we can't please everyone, it is our goal to make everyone happy. Obviously with severe health challenges like neuropathy, not everyone will respond to care the way we want. We ask that as you are going through the program, that you reach out to us with ANY questions or concerns. The main issue people run into is when they start changing their care on their own because they get some soreness or aren't responding the way they anticipate. Usually a brief conversation with one of our amazing doctors will have you back on the right path to healing quickly.

The response addresses the concern of customer satisfaction by prioritizing it and acknowledging that not all patients respond the same way to treatment. However, it could have been stronger by directly addressing the mixed reviews more specifically, perhaps by offering examples of positive feedback or testimonials to counterbalance the negativity. The tone is supportive, which is appropriate for the healthcare industry, but it lacks a closing technique that could guide the prospect towards a commitment or next step. Additionally, while it encourages communication, it doesn't include any questions that would demonstrate curiosity or engage the prospect in a dialogue about their specific concerns. Overall, it's a solid response but could benefit from more depth and engagement.

"How do you compare to other competitors in the market when it comes to long-term support and results?"

Many of our patients actually continue to come into the office for maintenance and optimization care because they love the changes they see and want to keep improving more and more. If that is something you choose to do, great. If not, we are never more than a call, text, or email away for any questions or concerns you may have. We always ask that you reach out to us any time you need anything regarding your health so we can support you in your healing journey.

The response effectively addresses the concern about long-term support by highlighting that patients choose to return for maintenance care, suggesting satisfaction with results. However, it lacks a direct comparison to competitors, which is crucial for the prospect's question. The communication is clear and supportive, appropriate for the healthcare context. While it shows a willingness to assist, it could benefit from a closing technique that invites further discussion or a decision. Additionally, it doesn't explore specific outcomes or unique values that differentiate the service from competitors. Asking a follow-up question about the prospect's specific needs or experiences with other providers could enhance curiosity and discovery. Overall, the response does demonstrate some active listening and a collaborative approach, but it misses the mark on providing a compelling competitive comparison and closing effectively.

"Our team is already overloaded; I’m not sure we can implement a new plan right now."

I totally understand that and actually hear that quite often! What does your typical day look like? What time do you get up, what time go to work, what time return, what time do you go to bed? Ok great, we can modify the program like this to better fit your schedule so you can get the results you are after without completely rearranging your entire schedule. What other concerns do you have at this time, if any?

The response starts well by acknowledging the prospect's concern, which shows active listening. However, the follow-up questions about the prospect's daily schedule can come off as intrusive and may not directly address their primary objection about being overloaded. Instead, it would be more effective to first reassure them that the implementation can be manageable without overwhelming their team. The attempt to modify the program is a positive solution-focused approach, but it lacks a clear articulation of the value this program can bring to their current workload. There’s also a missed opportunity for a stronger closing technique, such as suggesting a brief follow-up conversation to discuss specific modifications or resources that can ease their team’s burden. In terms of tone, while it's friendly, it could benefit from a bit more professionalism given the healthcare context. Overall, the response could have been more concise and directly tied back to alleviating the prospect's concerns about their team's workload. Score: 6/10