Neuropathy
Sales Assessment Results

"I've heard that neuropathy treatments only provide temporary relief. How can you assure me this will work long-term?"

Although neuropathy is a progressive disease, our form of at-home treatments allow for the patients to have long term benefits, even if they are doing their therapies at a maintenance level. Also, our therapies are designed to heal the nerves, not mask their symptoms. So, as long as the patients adhere to their treatments, they will more than likely have long term benefits, as our success rate is 97%.

The response addresses the concern about temporary relief by highlighting the long-term benefits of the at-home treatments and emphasizing that they target healing rather than just symptom masking. However, the communication could be clearer and more empathetic to the prospect's concerns. Instead of stating the success rate abruptly, it would be more effective to engage the prospect with questions about their previous experiences or concerns regarding treatments. A slight lack of curiosity and discovery is evident, as the response doesn't invite further dialogue or ask about the prospect's specific worries. Establishing rapport could also be enhanced by acknowledging their skepticism more directly. Overall, while the response contains some valuable points, it lacks a bit in the collaborative approach and active listening areas.

"Your solution seems expensive compared to other options I've seen. Can you justify the price?"

Certainly. As with most regenerative therapies, insurance will typically not cover the costs. We wish it weren't that way, but that is the unfortunate reality. Some reasons for the high cost is that as the patient, you are buying medical grade equipment as part of your plan that you will be able to use for the rest of your life. Another reason is the in-office treatment, consisting of softwave therapy and decompression. Insurances do not cover those as well. The treatment may be pricey, but we have great success, and we aim to actually heal you, as opposed to masking your symptoms.

Your response does a decent job of addressing the concern about price by highlighting the long-term benefits and the quality of the equipment used. However, it could be enhanced by providing a clearer comparison to competitors and emphasizing the value of the outcomes more explicitly. Incorporating some empathetic language to acknowledge the prospect's concern would help build rapport. Additionally, asking a question to understand their budget or previous experiences with other treatments could demonstrate curiosity and active listening. Overall, more engagement and exploration of value would strengthen your position. Score: 7/10.

"I'm currently satisfied with my pain management routine. Why should I change it?"

That's great, I'm happy you feel that way. Now let me ask you this. Are you fine with taking pills and doing injections for the rest of your life? If so, that's awesome. But, if you would like to get off those and heal the issue, as opposed to masking the symptoms, would that be something that interests you? If so, I believe we can help you.

Your response effectively addresses the objection by asking a thought-provoking question, which encourages the prospect to reflect on their current pain management routine. However, it could benefit from a more empathetic tone at the beginning; instead of just stating you are happy for them, acknowledge the effort they've put into their current routine. This shows active listening and understanding of their perspective. The transition into exploring alternatives is good, but it could be enhanced by clearly articulating the unique value your solution brings compared to their existing routine. Additionally, while you do ask a question at the end, consider following up with another to further engage in a discovery process. Overall, it’s a decent response, but it could be refined for better clarity and rapport-building.

"How do I know that your neuropathy treatment is better than what my doctor recommends?"

Unfortunately, that's not something you can know until you try our course of treatment. Most doctors will likely give you pills and injections for your pain and symptoms. However, those will not fix your issue, and will mostly mask the symptoms until those medicines no longer work for you. With our treatment, you won't get any pills or injections, which can result in adverse effects. But you will receive at-home therapies, in-office care, and our full attention as we help you through this.

The response does address the concern by contrasting the treatment methods, but it lacks a strong focus on the prospect's specific situation and needs. It would be more effective to validate the prospect's trust in their doctor while highlighting the unique benefits of your treatment. The tone is somewhat dismissive of the doctor's recommendations, which could alienate the prospect. There are no closing techniques or questions to engage the prospect further. To improve, consider asking what specific concerns they have about their current treatment and share testimonials or success stories to demonstrate value. Overall, the communication could be clearer and more collaborative.

"I've read negative reviews about neuropathy solutions online. How do you address those concerns?"

For sure. Unfortunately, not everyone has a wonderful experience with neuropathy solutions, whether it be with the providers or with the course of treatment. At Asuta Health, we aim to give everyone the time and attention they need as soon as they walk in the door. If the patients have any concerns, we would love to sit down with them and listen to them. Our patient satisfaction is very important to us, and we want every patient to feel heard. We remain very empathetic and transparent with out patients, as really want to build that trust with them.

The response effectively acknowledges the negative reviews, which is a good start in addressing the prospect's concerns. By emphasizing empathy and the commitment to patient satisfaction, the salesperson demonstrates a solution-focused approach. However, the response could benefit from offering specific examples of positive outcomes or testimonials to counter the negative reviews. Additionally, it lacks a closing technique to guide the conversation toward scheduling a consultation or providing further information. There are no questions posed to further engage the prospect, which would have shown curiosity and active listening. Overall, while the tone is appropriate and the intent to build rapport is present, it could be more persuasive with the inclusion of value exploration and a proactive closing statement.

"This sounds like it could take a long time to see results. I need something that works quickly. Can you help with that?"

I hear you and I totally understand. Unfortunately, our course of treatment is a very lengthy process. The reason for this is that we are trying to heal the nerves, and this process is not a quick one. We have great success and great patient satisfaction, but I understand you would like something quicker. If you would like to proceed with our care, we would be more than happy to get you started. Or, if you want to continue to look for a quicker result, we would be happy to refer you out to another provide that can give you quicker symptomatic relief.

The response effectively acknowledges the prospect's concern about the time it takes to see results, demonstrating active listening and empathy. However, it lacks a strong emphasis on the value of the longer treatment process and fails to explore the potential long-term benefits thoroughly. The communication is clear, but the tone could be more reassuring and confident regarding the treatment's efficacy. While offering a referral shows a collaborative approach, it might be better to frame it as a last resort rather than the first option. The closing could have been stronger by focusing on the patient's overall health journey rather than simply offering an alternative. There is room for improvement in exploring the prospect's needs and how the treatment might fit into their expectations. Overall, a solid effort but needs refinement in value demonstration and closing techniques.

"What if my insurance doesn't cover your treatment? That's a major risk for me."

That's a very good question. If you don't mind, may I ask why it's a major risk for you? Because unfortunately, with most of our therapies, insurance will likely not cover the costs. Our type of therapies are considered regenerative, and is not deemed medically necessary. Also, we have have many forms of payment, such as financing, that make the costs much easier to fit into your budget. If you have any questions over that, please let me know.

The response effectively acknowledges the prospect's concern about insurance coverage, which is a good start. However, it lacks a strong emotional connection and could benefit from more empathy regarding the potential financial burden. While the salesperson asks a follow-up question to understand the prospect's perspective, they don't delve deeply enough into the specifics of the prospect's situation or explore alternatives that might ease their concerns. The mention of financing options is a good point, but it could have been presented in a more engaging way to highlight value. There is a missed opportunity to build rapport by sharing success stories or testimonials from others who faced similar concerns. Overall, the tone is appropriate for the industry, but the response could be more solution-focused and collaborative. Score: 6

"I've been dealing with neuropathy for years; I'm skeptical that anything can truly help at this point. How can you convince me otherwise?"

That is another very good question. I get asked that one a lot, as we have had many patients share the same sentiment before starting care. It's a completely valid thought process. I can tell you that those patients have seen great success, and we have many testimonials that highlight that. We also have a 97 percent success rate, which is very high. I understand being skeptical, would you rather continue to live your life with these symptoms? Or would you have liked to at least try some sort of care that could potentially change your life for the better?

The response does well in acknowledging the prospect's skepticism and validating their concerns, which is key in building rapport. However, it could improve in a few areas. While mentioning testimonials and a high success rate adds credibility, it lacks specific examples or stories that could resonate more deeply with the prospect's personal experience. The closing technique could also be stronger; instead of a binary choice, it might be more effective to explore the prospect's specific pain points and desires further. Asking open-ended questions could lead to a more collaborative dialogue. Overall, the tone is appropriate for the healthcare industry, but it could benefit from a more personalized touch. Score: 7

"I need to discuss this with my spouse before making a decision. Can you give me a compelling reason to move forward now?"

Of course! If you its okay with you and your spouse, we would love to bring both of you in. That way, we can sit down and go over any thoughts or concerns you may have. We can go over research, testimonials, cost, etc. Also, your neuropathy is not only effecting you, but also your spouse. So I think hearing things about your situation from them will also be a positive. Like I've said before, we want to heal and get you back to living the life you want to live. And if you want that as well, we'll doing everything we can to get you feeling better.

The response effectively acknowledges the prospect's need to consult with their spouse, which shows active listening. However, it could be improved by directly addressing the request for a compelling reason to move forward now. While inviting both parties to discuss is a good approach, the salesperson should also emphasize the urgency or benefits of acting sooner rather than later. The tone is supportive, but it could be stronger in conveying the value of immediate action. There is a good collaborative effort shown by including the spouse, but the closing technique could be more direct in encouraging a next step. Overall, it demonstrates a solution-focused approach but lacks a clear compelling reason to prompt a quicker decision.

"I've been approached by a competitor offering a similar treatment at a lower cost. What makes your solution worth considering?"

If cost is a big concern for you, I totally understand. Here at Asuta, our treatments are not cheap. However, you get research-backed therapies, in-office care, and doctors that you can trust. We've been doing this a long time, so we have the experience and the success to show for it. And our main goal is to get you better, that is all we care about. We will do everything we can to make sure that happens. So, if you would like to proceed with our care, we would love to get you started.

The response does a decent job of addressing the cost concern by emphasizing the quality and trustworthiness of the treatments, which is essential in the neuropathy industry. However, it lacks a strong closing technique and doesn't directly compare the value of your solution to the competitor's offering. The tone is generally appropriate but could be more engaging. There’s no exploration of the prospect's specific needs or further inquiry about their experience with the competitor, which misses an opportunity for deeper discovery and active listening. Additionally, it could benefit from a more collaborative approach by asking questions about what the prospect values most in their treatment. Overall, while the response highlights some important points, it falls short on effective closing and engagement techniques.