Care plan
Sales Assessment Results

"We already have a care plan provider; why should we switch?"

Good to hear you are on a care plan our best patients came from other care plans, what do you like about what you receive from your current provider?

The response does a decent job of acknowledging the prospect's existing care plan provider, which shows some level of active listening. However, it lacks a strong persuasive element to address the objection directly. While asking what they like about their current provider is a good start for discovery, it doesn't sufficiently highlight the unique value or benefits of switching to your service. The tone is neutral and lacks an enthusiastic or engaging quality that would typically resonate well in the healthcare industry. A more solution-focused approach would involve emphasizing the advantages of your service while also exploring potential gaps in their current care plan. Additionally, incorporating a closing technique or a follow-up question that leads towards a discussion of their specific needs could be beneficial. Overall, the response could use more depth and direction.

"Your care plan prices are significantly higher than others we've looked at."

Our care plans are expensive, we, we have lots of flexible payment options that allow people to get started, what about our care plan for you do you like?

The response attempts to address the price objection by highlighting flexible payment options, which is a good start. However, it lacks a structured approach to understanding the prospect's concerns and doesn't effectively communicate the value of the care plans beyond just the pricing. The phrasing is also somewhat awkward with the repetition of 'we', which detracts from clarity. There is a missed opportunity to ask more probing questions about what the prospect is looking for in a care plan, which could help tailor the response further and demonstrate active listening. Overall, while there is a hint of curiosity at the end, the response does not fully engage the prospect or build rapport effectively. Score: 4

"I don't see the immediate value in investing in a care plan right now."

Thank you for sharing that, in 1 to 3 years where do you see your self if you don’t do something about this?

The response attempts to pivot the conversation towards a future-oriented perspective, which can be effective in illustrating the potential consequences of inaction. However, it lacks a direct acknowledgment of the prospect's current concern about immediate value. A more effective approach would include addressing their objection directly, perhaps by highlighting specific benefits that could be realized in the short term, along with a question that encourages further discussion about their needs. It would also be beneficial to demonstrate understanding and empathy towards their current situation. Overall, the response feels a bit abrupt and could benefit from a softer, more collaborative tone. You could score this a little higher if you had added a follow-up question to explore their needs or concerns further. Score: 5/10 for effort in prompting future thinking but lacking in addressing the current objection and engaging collaboratively.

"Our current care plan is working fine; why do we need to change?"

Encouraging to hear that you take your health serious and are investing in a care plan, what is your favorite benefit of your care plan you are currently on? Some of our best patients come from other care plans and are pleasantly surprised in the gap of care they were not receiving g with their pas provider.

The response starts positively by acknowledging the prospect's commitment to their current care plan, which is great for building rapport. However, it lacks a strong follow-up that directly addresses their objection. Asking about their favorite benefit is a good way to engage, but it doesn't sufficiently explore the reasons for change or highlight the unique value your care plan can offer. There's no clear closing technique or value demonstration, and the active listening component could be improved by acknowledging the potential gaps they might not be aware of. Overall, while the approach is friendly and curious, it needs more focus on value exploration and a collaborative approach to effectively address the objection.

"I need to get approval from upper management before making any decisions on a new care plan."

No problem, always better when we get the whole team together, I have times at 4 pm today or early tomorrow at 8 am to set up a meeting with you and upper management to demonstrate what gaps there maybe in your current care plan and if we might be able to help.

Your response effectively acknowledges the need for upper management's approval, which is great. However, it could benefit from a bit more empathy and exploration of the prospect's situation. Instead of jumping straight to scheduling a meeting, consider asking more questions about the decision-making process and any specific concerns upper management might have. This would show active listening and curiosity, making the prospect feel heard. Additionally, you could emphasize the value of your solution more clearly to pique their interest. Overall, a good start but needs more depth and rapport-building. Score: 6

"What guarantees do you offer that your care plan will actually improve our situation?"

Great question, we have helped over 11 thousand people achieve nerve health restoration and all of these patients committed to the protocols set forth in the plan, does committing to do your treatments daily sound like something you can do? If so, I can get you started for as low as 250 dollars a month, ready to begin your journey?

The response addresses the objection by providing a statistic about past success, which is a good start in demonstrating value. However, it lacks direct guarantees or assurances that specifically relate to the prospect's unique situation, which could leave them feeling uncertain. The communication is clear, but the tone may come off as somewhat pushy, especially with a direct question about committing to treatments. There’s a missed opportunity for further exploration of the prospect's specific needs and concerns—asking follow-up questions could help build rapport and show active listening. The closing technique feels rushed and doesn’t effectively invite collaboration. Overall, while the response has some positive elements, it could be significantly improved with a more solution-focused, personalized approach.

"We are currently in a budget freeze, so we can't allocate funds for this right now."

No problem, I work with patients with budget freezes all the time, if this care plan was free and provided all the healing you were looking for would it be something you would do?

The response attempts to address the budget concern by reframing the situation with a hypothetical scenario. However, it lacks effectiveness as it doesn't acknowledge the prospect's specific situation or explore alternative solutions. The tone is somewhat casual for a care plan context, which may not resonate well with all prospects. Additionally, it does not include any curiosity or discovery by asking follow-up questions that could uncover more about their needs or constraints. There's no clear closing technique or collaborative approach demonstrated, making it feel a bit disconnected. Overall, the response could benefit from a more empathetic understanding of the budget freeze and a clearer path forward. Score: 4/10

"How does your care plan specifically address our unique needs compared to similar offerings?"

Great question, I know how important is to you to get the results you need to get back to the life you want to live, what are some of those needs that you are looking to be met?

The salesperson effectively acknowledges the importance of the prospect's needs, which demonstrates active listening and empathy. However, the response could be improved by directly addressing how the care plan differentiates itself from competitors. While asking about the unique needs is a good move towards understanding the prospect better, it lacks a direct answer to the objection, which is essential in building trust and credibility. There’s a missed opportunity to showcase specific features or benefits that cater to those unique needs. Overall, the response is conversational but could use more substance in the value exploration and solution-focused approach.

"I am concerned about the long-term commitment required for your care plan."

Thank you for your concern, what do you for see being an obstacle to you committing long term to this care plan?

The response effectively acknowledges the prospect's concern regarding long-term commitment, which shows active listening. However, it misses an opportunity to address the concern directly by providing reassurance or clarifying the benefits of the care plan, which could alleviate hesitation. The question asked is open-ended and encourages dialogue, but it lacks an immediate value proposition or a closing technique that could help move the conversation forward. Overall, while there is a good attempt at curiosity and discovery, the lack of a clear solution-focused approach diminishes the effectiveness of the response. To improve, consider adding a brief statement that highlights the flexibility of the care plan or testimonials from other clients who have benefited from long-term commitment. This would demonstrate value and create a more collaborative atmosphere. Score: 5

"We are exploring options from [specific competitor]; how do you stack up against them?"

Good to hear it is always wise to seek multiple opinions about your health concerns, here at Asuta Health we have helped 11 thousand patients and many of them just like you, we are only the office that provides a care plan that attacks your neuropathy from every angle, would you be opposed to seeing how we have helped some of these patients?

The response does a decent job of acknowledging the prospect's need to explore multiple options, which shows some level of active listening. However, it lacks a direct comparison to the specific competitor mentioned, which would have been more effective in addressing the concern about how your offering stacks up. The tone is somewhat friendly, but it could be more conversational rather than overly promotional. The closing technique is a bit weak; instead of simply asking if the prospect is opposed to seeing how you've helped others, a more engaging question could prompt a discussion about their specific needs. Additionally, there's a missed opportunity for curiosity and discovery by not asking what specific features or services the prospect is looking for in a care plan. Overall, the response could benefit from a more structured approach to demonstrating value and building rapport.