Neuropathy
Sales Assessment Results

"I've heard that neuropathy treatments can take a long time to show results; what can you tell me about that?"

In most cases, that can be true. It depends on a variety of factors and how many factors each case uniquely presents. Understanding the complexity of neuropathy and what must be addressed allows patients to understand why it takes a long time to treat. However, I would ask—in your mind, what would you consider a long time?

The response effectively acknowledges the concern about treatment duration, which shows active listening to the prospect's perspective. However, it could be enhanced by providing a bit more reassurance or context about typical treatment timelines and what patients might expect. The follow-up question demonstrates curiosity, which is good for discovery, but it could be more specific to guide the conversation better. Overall, while the response is decent, it lacks some depth in exploring the value of the treatment and building rapport. A clearer closing technique could also help in moving the conversation forward. Score: 6

"I’m not sure if I really need a neuropathy treatment; aren't there other ways to manage the pain?"

If simply managing the pain is your only goal, then in the short-term there are other ways. Is that your only goal? Or would you rather find a solution that doesn’t require continued use of pain medications in order to get through each day? That’s where our neuropathy protocols step in. Our treatments effectively address the underlying problems resulting in pain in order to eliminate the pain at its source.

The response effectively addresses the concern by acknowledging the prospect's goal of managing pain and then pivoting to the benefits of a more comprehensive solution. The communication is clear and maintains a supportive tone, appropriate for the health industry. The salesperson does well in exploring the prospect's goals further by asking if they are open to finding a long-term solution. This demonstrates curiosity and a solution-focused approach. However, there could be a bit more emphasis on value exploration to make the benefits of the treatment clearer and more compelling. The closing technique is somewhat implicit; a more direct closing could enhance effectiveness. Overall, the response does a good job of engaging the prospect and building rapport.

"Your price is higher than what I expected; can you justify the cost?"

I often hear that same comment from most of our patients. My job is not to be the cheapest solution. My job is to formulate the best care plan necessary to achieve the best results in the shortest amount of time. As a result, we often cost more than other options. Ultimately, we focus on getting results. As the patient, you have the opportunity to decide whether or not the price is more important than getting the results you are looking for.

The response addresses the objection by emphasizing the value of results over cost, which is appropriate in the healthcare industry. However, it could improve in a few areas. First, while it acknowledges that price is a common concern, it lacks empathy towards the prospect's perspective. Active listening could be enhanced by directly referencing the patient's specific needs or concerns. Additionally, a closing technique that invites further discussion or questions would have strengthened the engagement. A solution-focused approach is present, but it could benefit from more concrete examples or testimonials to demonstrate value. Overall, the tone is clear but could be more collaborative and inviting.

"I don’t know if I can commit to a treatment plan right now; what flexibility do you offer?"

What leads you to think you cannot commit right now? Are there other things that are more important right now that are occupying your time? Or is that you don’t think you’ll follow through with doing your prescribed treatments? If it’s a matter of timing for your treatments, we are flexible within a certain window—ultimately, for this to be successful you are going to have to commit to doing your part in our team effort to achieve your goals. The bigger question might be why is flexibility in your treatment important to you? So I can better understand how we can accommodate in order to help you.

The response effectively acknowledges the concern about commitment and attempts to probe deeper into the prospect's reasoning, which demonstrates active listening and curiosity. However, the tone could be perceived as slightly confrontational with phrases like "you are going to have to commit to doing your part"—this could be softened to maintain rapport. While the effort to explore flexibility is commendable, the response lacks a clear closing technique or solution-focused reassurance that emphasizes the benefits of commitment. Overall, it shows promise but could benefit from a more empathetic approach and clearer value demonstration regarding the treatment plan. A score of 6 reflects the positive components but highlights the need for improvement in tone and closing techniques.

"I've had bad experiences with other neuropathy solutions; how is your approach different?"

Great question. What other solutions have you tried? How long did you do them for? Did they give you expectations on outcomes? What exactly did you like or dislike about the other solutions you have tried? Now I can help you understand and recognize the differences between what you have tried and what we will be doing in your new treatment.

The salesperson's response effectively invites the prospect to share their past experiences, which demonstrates curiosity and a willingness to understand their perspective. This approach can help uncover underlying issues and build rapport. However, while the inquiry is strong, the response could improve by directly outlining specific differences in the approach being offered, thus enhancing value exploration. Additionally, a more confident closing statement or reassurance about the new treatment could strengthen the closing technique. Overall, this response shows promise but lacks a bit of structure and direction in addressing the concern directly. Score: 7

"My doctor hasn’t recommended this type of treatment; why should I consider it?"

We have many doctors that refer to our clinic for our treatments. With so many doctors out there, it’s possible we have not connected with him quite yet to set up that referral system for his patients, such as yourself. You could ask any of our many patients for insight into why you should consider our treatments. Additionally, you sought us looking for a potential solution outside of your current one.

Your response effectively acknowledges the prospect's concern about their doctor's recommendation by mentioning that many doctors refer patients to your clinic. However, it could be improved by emphasizing the unique benefits or success stories from patients who have undergone treatment at your clinic, which would help build credibility. Asking the prospect if they would like to hear about specific patient experiences could enhance discovery. While you did mention that the prospect reached out in search of solutions, explicitly recognizing their search for alternative treatments would show better active listening. Overall, your tone is appropriate, but consider being more solution-focused and curious about the prospect's specific needs. In summary: - Acknowledge their doctor’s influence but reinforce the value of your treatments. - Ask open-ended questions to discover more about their situation. - Share success stories from other patients to demonstrate value. Score: 7

"What if I try your solution and it doesn’t work for me?"

A common question, and a great question. Is there a specific reason you think it may not work for you? If our patients are compliant, they get the desired outcomes they are looking for. Which brings up the biggest point to address your question—are you willing to do exactly what is being asked of you in order to achieve the results you are looking for?

The response effectively acknowledges the objection with a positive and open-ended question, which encourages further dialogue. The salesperson demonstrates active listening by recognizing the concern and invites the prospect to share more about their hesitations. However, the response could benefit from a bit more empathy and reassurance about the solution's reliability, as well as a clearer exploration of the value of the solution itself. While the closing technique is present, it could be more collaborative rather than somewhat confrontational by focusing on the prospect's feelings rather than compliance. Overall, the tone is appropriate for the healthcare industry, but it would be more effective with a softer approach in addressing concerns. Score: 7

"I’m currently using a competitor's product; why should I switch?"

I’m not sure yet that you should switch. Is there a reason why you’re looking into our services, seeing as you have another option currently? Are you not quite getting the results you’re looking for? Is there something you dislike about the other product?

The response does a fair job of addressing the objection by asking probing questions, which is a good strategy to understand the prospect's motivations better. However, it lacks a strong value proposition that would give the prospect a reason to consider switching. While curiosity and discovery are evident, the salesperson seems tentative, suggesting uncertainty about whether the prospect should switch instead of confidently presenting the value of their own product. The tone is conversational, which is appropriate, but could be more assertive to instill confidence. Additionally, the response misses an effective closing technique to keep the conversation progressing towards a potential sale.

"I need to consult with my family before making a decision; can you give me some time?"

Sure, that’s a great idea to do. If you don’t mind me asking, between you and I, what exactly are you wanting to discuss with them, so I can be understand what questions may come up after your discuss with them? And if you do talk with them, and they tell you not to start our program, what will your next steps be for a long term solution?

The response acknowledges the prospect's need for time and encourages a discussion about their family's concerns, which is a good start. However, the tone could be perceived as slightly pushy with the follow-up question about what they would do if their family opposes the program. This could make the prospect feel defensive rather than collaborative. It would be beneficial to focus more on understanding their concerns and demonstrating the value of your program in a way that aligns with their family's input. Asking open-ended questions about their family's potential concerns could enhance curiosity and discovery. Overall, while the response shows some active listening and a solution-focused approach, it could benefit from a more empathetic tone and a stronger focus on building rapport. Score: 6

"How do I know this treatment is safe and effective?"

Excellent question. That’s the most important part of our program. Safety and efficacy. We have a 97 percent success rate—we have that as a result of a rigorous evaluation and selection process to ensure each patient is a great fit for our program. Additionally, all of our treatments are FDA approved with an abundance of research studies to support them. More importantly, our patients trust us to care for them, so as we proceed through your care, we perform regular re-evaluations to ensure consistent progress and to make adjustments to ensure treatment is effective.

The response effectively addresses the concern regarding safety and efficacy by providing statistics on success rates and mentioning FDA approval. However, while the mention of a 97% success rate is compelling, it could be more impactful if paired with specific examples or testimonials from satisfied patients to enhance credibility. The tone is reassuring and professional, which is appropriate for the healthcare industry. However, there could have been an opportunity to ask the prospect about any specific concerns they have regarding safety and efficacy, fostering a more collaborative approach. Additionally, while the response is informative, it lacks a direct closing technique that encourages the next step in the conversation, such as scheduling an appointment or offering to provide more information. Overall, it demonstrates a solid understanding of the prospect's concerns but could benefit from a more engaging and solution-focused approach. Score: 7