Health Care
Sales Assessment Results

"We already have a healthcare provider that we're satisfied with."

I am happy to hear that you have someone you trust and we would love to collaborate your care with them. We specialize in Neuropathy and believe we can assist you better in that department because of where you are right now. I know you're satisfied with general care with them, but neuropathy is not something they specialize in.

The response effectively acknowledges the prospect's satisfaction with their current provider, demonstrating active listening. However, it could improve by asking open-ended questions to explore the prospect's specific needs related to neuropathy, which would show curiosity and further engage the prospect. Additionally, while the mention of specialization is good, it could be more compelling if it included specific examples of how your services have positively impacted patients with neuropathy. The tone is appropriate for the healthcare industry, but a more collaborative approach could help build rapport. Overall, a more solution-focused and engaging response would enhance the effectiveness.

"Your plan seems too expensive compared to other options we’re looking at."

It's hard to compare our plan to others cost wise because the other things you're looking at are completely different than what we're offering you. Our plan is a three prong approach with nutrition, in office visits and home care.

The response does attempt to address the objection regarding cost by highlighting the unique aspects of the plan, but it lacks depth in effectively communicating the value of those components. It would be more effective to explicitly compare the benefits of the three-prong approach to the alternatives the prospect is considering, perhaps by addressing how each component can lead to better health outcomes, which may justify the cost. Additionally, the response feels somewhat defensive and could benefit from a more collaborative tone. Asking the prospect what specific alternatives they are considering could also help in understanding their perspective better. Overall, there is a missed opportunity to engage the prospect further and explore their needs.

"Can you guarantee that your services will result in better patient outcomes?"

Yes I can. With our success rate being a 98.9%, we are very successful with what we provide. As long as you follow through with the reccomendations given, you will see results.

The response addresses the concern by providing a specific statistic (98.9% success rate), which adds credibility. However, claiming an absolute guarantee can be problematic in the healthcare industry, where outcomes can depend on numerous factors outside of your control. The tone is somewhat confident but could benefit from a more empathetic approach to acknowledge the complexity of patient outcomes. A collaborative closing technique could enhance the response, such as inviting the prospect to discuss specific goals or concerns related to patient outcomes. Additionally, the response lacks curiosity and discovery; asking questions about the prospect’s current outcomes or challenges could foster a better connection. Overall, while the response has merit, it misses key elements of effective communication and rapport-building.

"I need more time to evaluate our current healthcare options before making a decision."

You are in severe nerve damage where you don't really have options anymore. You NEED to do something before you're in permanent nerve damage.

The response is quite aggressive and does not effectively address the prospect's need for time to evaluate their options. Rather than acknowledging their concern, it comes off as confrontational and may cause the prospect to feel pressured or defensive. Clear communication is lacking, and there's no attempt to build rapport or explore solutions collaboratively. Additionally, it fails to ask any discovery questions to understand the prospect's situation better. A more empathetic approach that respects the prospect's need for time while gently highlighting the urgency of the situation would have been more effective. Overall, this response comes across as insensitive and damaging to the relationship.

"We are considering a competitor that offers more comprehensive coverage."

I encourage you to look at the differences that we can provide you in office that they can't. One thing being the sanuwave treatment. That is a form of technology no where else here has. With that piece of equipment alone the results are incredible.

The response does a good job of highlighting a unique offering (sanuwave treatment) that sets your service apart from the competitor, demonstrating value. However, it lacks a more thorough exploration of the prospect's concerns related to comprehensive coverage. You missed an opportunity to ask questions to understand their specific needs better, which could help tailor your response. The communication could be clearer and more engaging—consider using a more conversational tone to build rapport. Additionally, incorporating a closing technique or a call to action to discuss further could strengthen your approach. Overall, the response shows some strengths in value exploration but needs improvement in curiosity, active listening, and a collaborative approach.

"How do I know your organization is reliable and won't let us down?"

I really encourage you to look at our testimonials on youtube, google and facebook. We have a lot of patient stories that show their real life struggles and how doing treatment really helped them over come those with the changes that it was able to make for them.

The response addresses the concern about reliability by directing the prospect to testimonials, which is a good start. However, it lacks a personal touch and doesn't fully explore the prospect's specific concerns regarding reliability. It would be beneficial to acknowledge the importance of their concern and perhaps offer specific examples or metrics that demonstrate reliability, such as years in service, success rates, or partnerships with reputable organizations. There's no closing technique present, and the response could have included questions to further engage the prospect and understand their unique situation. Overall, while it provides a pathway to explore testimonials, it misses deeper engagement and assurance.

"The timing isn't right; we have budget constraints this fiscal year."

What can we do to help that. Is there something we can eliminate to add treating your feet. Without your feet you are not going to be able to do your goals of traveling, etc. Is there something else we can put on hold till your health is in a better place? Do you have family that could help out if putting something else on hold isn't an option? Would you consider taking out a loan against your 401K? I am just trying to help you think of any options available.

Your response shows a commendable effort to engage with the prospect and explore solutions, which is great! However, it could use some refinement. First, while you asked some interesting questions, they came off as a bit overwhelming and could potentially feel invasive to the prospect. Instead of suggesting they eliminate other treatments or consider a loan, try to frame your questions around their priorities and how your service can align with their current situation. A more empathetic approach would acknowledge their budget constraints before exploring alternative solutions. Also, be cautious about suggesting financial options like loans, as they can come across as inappropriate unless the prospect expresses openness to such discussions. Overall, focus on understanding their needs better and presenting your solution as a valuable investment rather than an additional expense. Score: 5/10 for effort, but it needs a more empathetic and strategic approach to really resonate with the prospect.

"I've heard mixed reviews about your customer service from other clients."

If you go on our google we have a 4.9 rating. We also have a lot of patient testimonials on facebook, youtube and our website. We strive for the best patient care and if there are ever any issues, we will do anything in our power to help you resolve them.

The response does a decent job of addressing the objection by providing evidence of high ratings and positive testimonials, which is crucial in the healthcare industry. However, it lacks a more personal touch and doesn't directly address the mixed reviews mentioned by the prospect. While it acknowledges the potential for issues, it could benefit from asking questions to understand the specific concerns behind the reviews or encouraging a dialogue about the prospect’s experience. Additionally, incorporating a collaborative approach by inviting the prospect to share their thoughts or experiences would help build rapport and trust. Overall, the communication is clear, but it misses an opportunity for deeper engagement and exploration of the prospect's feelings about the reviews. Score: 6

"What happens if we switch to your service and it doesn't meet our expectations?"

I do encourage you to give it the entire time period before deciding so. A lot of patients expect results right away and that is not something that is going to happen. It is important to realize that this is something that takes time. Think of all the years it took your body to get to this deteriorated state. It is going to take time to gain progress back. If things don't meet your expectations after the alloted treatment period then revisiting with the doctor and making changes to your care is something we would pursue.

The response does address the concern about expectations and emphasizes the importance of patience in the healing process. However, it lacks a collaborative approach and could benefit from acknowledging the prospect's fear of switching services. The tone might come off as somewhat dismissive, as it seems to place the burden of expectation solely on the patient without recognizing their valid concerns. Additionally, while it mentions revisiting care with a doctor, it doesn't actively invite the prospect to discuss their specific expectations or fears, which would demonstrate curiosity and active listening. A closing technique could also be introduced to encourage the prospect to revisit the conversation after the treatment period. Overall, while the response contains some useful information, it could be more engaging and supportive.

"I don’t think we need additional healthcare services right now; our current plan seems adequate."

If your current plan was adequate, then you wouldn't have been looking for additional solutions. Your exam also shows that you have significant sensory loss, so unfortunately what you're doing now is still allowing that neuropathy to progress. We have to do something to get to the root cause of that neuropathy to stop it's progression.

The response does address the concern by highlighting the prospect's current health issue and the need for intervention. However, it comes off as somewhat confrontational by suggesting that the prospect's current plan isn't adequate, which could alienate them. The tone lacks empathy and could be perceived as dismissive of their satisfaction with the current services. Additionally, while the response mentions the sensory loss, it could benefit from a more collaborative approach, perhaps by asking questions about their current plan and exploring their needs further. A closing technique or call to action is also missing, which would help in transitioning towards a potential solution. Overall, the response shows some understanding of the prospect's health needs but falls short in terms of rapport building and effective communication. Score: 5