Neuropathy Care
Sales Assessment Results

"I don't see how neuropathy care can significantly improve my condition."

You told me how much this is affecting your life to the point you aren't able to be who you want to be. Our care can provide an opportunity to change that.

The response effectively touches on the emotional impact of the prospect's condition, which is a good start. However, it lacks specific evidence or examples of how neuropathy care leads to improvement, which would help to address the concern more effectively. There is some acknowledgment of the prospect's situation, but it could benefit from more curiosity and discovery. Asking probing questions about their specific experiences or concerns would demonstrate active listening and build rapport. Additionally, introducing a closing technique, such as suggesting a consultation or a next step, would enhance the response. Overall, while the sentiment is positive, it needs more substance and engagement to be compelling.

"I've heard mixed reviews about your treatment methods; why should I trust them?"

We have a 96% success rate with our treatment protocols as long as the patient is doing their part. We are utilizing FDA approved equipment and protocols. You will have to put in work but we have treated thousands of patients in a similar condition.

The response effectively addresses the concern by providing a statistic that demonstrates success (96% success rate) and backing it up with the credibility of FDA-approved equipment and protocols. However, it could improve on clarity and tone; while the success rate is a strong point, the phrase "as long as the patient is doing their part" may come off as slightly dismissive of the prospect's concerns. A more empathetic approach would be to acknowledge their concerns about mixed reviews before presenting the successes. Additionally, the response lacks a closing technique; inviting the prospect to discuss their specific worries or to schedule a follow-up could strengthen the engagement. Overall, it demonstrates value through success metrics but misses a bit on curiosity and active listening.

"Your program seems quite expensive compared to other options I've looked at."

Our program certainly is an investment. However, we are utilizing top of the line equipment to provide care. This price also contains access to our extensive knowledge base on neuropathy treatment and the ability to answer questions you may have. Is there a specific part of the plan you are having issues with financially? Also based on what you've told me about your life being affected can you afford to not do something?

The response does a fair job of addressing the concern about cost by highlighting the value of the program, such as the use of high-quality equipment and access to a knowledge base. However, it could improve in a few areas. The tone is somewhat abrupt with the question, "can you afford to not do something?" which may come off as confrontational rather than collaborative. Instead, a more empathetic approach would better align with the industry, where understanding the patient's pain is crucial. The follow-up question about financial issues is good for discovery, but it could be softened to build rapport. Overall, the response shows promise in value exploration and curiosity, but it lacks in tone and rapport building. A closing technique is missing; a more definitive call-to-action could guide the prospect toward a decision. Overall, this response scores a 6.

"I'm currently seeing another specialist; why should I switch to your care?"

What type of specialist are you currently seeing? And what recommendations or services have they provided so far? If you feel like you are being cared for while I would open to a co-management approach. We have done this very successfully in the past. Ultimately we want want is best for you and your experience. You are more than welcome to pass our information along and I can answer any questions your other specialist may have for me.

The response effectively addresses the objection by asking insightful questions about the current specialist, which shows curiosity and a willingness to understand the prospect's situation. However, it could have been more assertive in articulating the unique value and benefits of switching to your care. The tone is appropriate for the industry, and the idea of co-management is a good collaborative approach. Nonetheless, it lacks a stronger closing technique to encourage a follow-up or commitment. Overall, while it is a solid start, it could benefit from more emphasis on the value proposition and a clearer path forward for the prospect. Suggestions for improvement: 1. Highlight specific benefits or outcomes from your care that differentiate you from the current specialist. 2. Include a more definitive closing statement to encourage further discussion or an appointment. 3. Ensure that there are no typos (e.g., "want want" should be "what you want").

"I don't have the time to commit to a long treatment plan right now."

You've told me that you know you need to do something in terms of care. We are here offering you a potential solution to your complaints. What specific part about the care plan is too long? Can we find a way to gain time in your day so that you are able to do your home based treatments? It is important that we find time for them and I am happy to walk through your day to find some spare time.

The response effectively acknowledges the prospect's concern about time commitment, which shows active listening. It also opens the door for a collaborative approach by asking for specifics about what they find too long and offering to help find time in their schedule. However, it could improve by emphasizing the value of the treatment plan and how it might save time in the long run or lead to quicker results. The tone is supportive, which is appropriate for the healthcare industry, but it could benefit from a more empathetic touch. Overall, the closing technique could be stronger by proposing a next step or scheduling a follow-up discussion. A score of 7 reflects a good effort, but there's room for improvement in demonstrating value and a more assertive closing.

"What if the treatment doesn't work for me? Do I get a refund?"

What is concerning you about the treatments presented? I am happy to explain parts of them again if you have any questions? We feel confident in the treatment options we have presented you based on your testing, symptoms, and presentation. When we get started with care you would be responsible for any equipment that you take out of the office and any appointments that you have completed. How can I help you feel confident in these treatments because I want you to be a 10 out of 10 on commitment level before we get started?

The salesperson addressed the concern about treatment effectiveness but did not directly answer the question about refunds, which is critical for building trust and addressing the prospect's anxiety. They did well by asking open-ended questions to better understand the prospect's worries, indicating a solution-focused approach. However, the response could benefit from a clearer, more direct communication about the refund policy to alleviate concerns. The tone was supportive and engaged, but it lacked a strong closing technique to encourage commitment. Overall, they demonstrated curiosity and active listening but missed an opportunity for value exploration regarding the treatment. Overall, it's a decent attempt, but it needs improvement in clarity and directness.

"Can you provide evidence or testimonials from other patients who have seen real results?"

Absolutely I would be more than happy to provide that to you. We have testimonial pictures around our office that I invite you to look at and read while you are here. Our office also has a youtube page with video testimonials of real patients that gave their honest reviews of their care in our office. I would also be happy to email you research articles for the equipment and procedures that we would be utilizing in your case.

The response effectively acknowledges the prospect's request for evidence and showcases a willingness to provide it, which is an excellent start. However, it could benefit from a slightly more personalized touch by mentioning specific success stories or outcomes related to their condition, which would create a stronger emotional connection. The mention of testimonials is good, but it could be enhanced by inviting the prospect to share their specific concerns or experiences that they hope to address, which would demonstrate active listening and curiosity. Overall, the tone is appropriate for the healthcare industry, and the offer to provide research articles adds a solution-focused approach. A closing technique could also be included to encourage the prospect to take the next step. Score: 7

"This sounds great, but I need to discuss it with my family first before making a decision."

I know you mentioned you had hoped your family member would be able to be here at your appointment today. What I would recommend is that you take home your care plan recommendations, testing results, research articles, and total care cost home to them to have a discussion with them. Another option is that I can step out of the room to let you have a phone conversation with them if they are available in that regard. That way we could have them on board and get you started with care. If they are not available let us set up a time on the scheduled to get you back next week to begin care after you have had a chance to discuss with them. Here is our phone number if they have any questions they would like to discuss with me.

This response effectively addresses the concern by acknowledging the need for family discussion and offering tangible solutions. The suggestion to take home materials shows a solution-focused approach and indicates active listening. However, the closing technique could be stronger; instead of just scheduling a follow-up, you could encourage a commitment by asking when they'd like to discuss this further. The tone is appropriate for the healthcare industry, but it could be slightly more empathetic to enhance rapport. Overall, it could benefit from more curiosity—asking how the family member might feel about the treatment could deepen the conversation. Score: 7

"How do I know your care will address my specific neuropathy symptoms?"

You mentioned specifically that you are dealing with numbness and burning in your feet. Those are symptoms that I unfortunately hear far too often from our patients. You are experiencing those symptoms due to the 40% nerve loss in your right foot and 35% nerve loss in your left foot. Our protocol is designed to specifically address the root causes of that nerve damage such as circulation issues and inflammation. It will take time to promote the healing in your body but remember this damage did not happen overnight either. In fact look over here with me here is Mr. Smith on our testimonial wall that had very similar issues to you and had great success. We are here to help you feel more like your old self John.

The response effectively addresses the prospect's concern by acknowledging their specific symptoms and providing a direct connection to the care offered. It demonstrates active listening and shows empathy, which is crucial in a healthcare-related industry. The mention of nerve loss statistics and the outline of the treatment protocol adds a layer of credibility and specificity that can instill confidence in the prospect. However, the closing could have included a more direct call to action, inviting the prospect to ask further questions or schedule a consultation. Overall, the tone is supportive and reassuring, which is appropriate for the context. A few more open-ended questions to explore the prospect's situation could enhance the discovery process and deepen the engagement. Score: 8

"I'm concerned about the potential side effects of your treatments."

Are there any specific side effects that you are worried about? I would love to discuss them with you. Our patients encounter very little issues with side effects as long as they follow our protocols. The most common one I might hear is increased sensations in the feet or hands. That can be a part of the healing process and is not something that will continue on indefinitely. Our treatments have been tested through the FDA and they came through without listed side effects.

The response effectively addresses the concern by inviting the prospect to share specific worries, which demonstrates curiosity and a willingness to engage in a dialogue. The salesperson highlights that side effects are minimal and provides reassurance by mentioning FDA testing, which adds credibility. However, the response could improve by incorporating a more empathetic tone to acknowledge the prospect's concerns further and by exploring the value of the treatments more deeply. A closing technique could also be employed to encourage the prospect to take the next step, such as scheduling a follow-up conversation or consultation. Overall, the communication is clear and appropriate for the healthcare context.