Care Plan
Sales Assessment Results

"Your price is way above our budget..."

I understand but we’re trying to get to the root cause and that will take extra care and work

The response acknowledges the objection but lacks a clear connection to the prospect's budget concern. It does not directly address the price issue or explore potential solutions, such as discussing the value of the service or offering flexible payment options. The communication is somewhat vague and could benefit from a more empathetic tone, showing understanding of the financial constraints. Additionally, it misses an opportunity to ask follow-up questions to better understand the prospect's needs and constraints. Overall, the response could be more solution-focused and collaborative. To improve, the salesperson should acknowledge the budget concern directly, explain how the investment can lead to long-term savings or improved outcomes, and perhaps suggest alternative options that fit their budget. Score: 3

"We're not looking to change our current care provider at this moment."

Which is great, we aren’t expecting you to change providers. We want you to see us as more of an additional support health group for you. We work along side a lot of primary care physicians and we actually keep in contact with them on your progress here as well.

The response effectively addresses the concern by clarifying that the intention isn't to replace the current provider, but rather to offer additional support. This shows an understanding of the prospect's situation and positions the service as complementary. However, the response could benefit from further exploration of the prospect's specific needs and how the additional support could add value. Asking a question like, 'What challenges do you currently face with your care provider?' could foster curiosity and discovery. The tone is appropriate, and there's a collaborative approach, but it lacks a strong closing technique to encourage further discussion. Overall, it's a solid response but could be more engaging and solution-focused.

"How do I know your Care Plan will actually deliver the promised results?"

Here is our office we yield a 97% success rate meaning we’re willing to do everything in OUR power to help you. Now the question is what are you willing to do to make sure such success is being achieved?

The response does a decent job of presenting a success rate, which is a strong point, but it lacks clarity in addressing the prospect's concern directly. Instead of just focusing on what the company will do, it should also reassure the prospect about the methods and support involved in achieving those results. The tone is slightly confrontational with 'what are you willing to do,' which could alienate the prospect instead of fostering collaboration. Asking open-ended questions that invite dialogue would also demonstrate active listening and curiosity about the prospect's needs. Overall, it could benefit from a more solution-focused and collaborative approach, along with a clearer demonstration of value. Score: 5/10.

"This sounds good, but I need to consult with my team before making a decision."

That’s awesome that you want collaboration, this is also why we always try and encourage a person of support to come to these appointments with you for that additional support. What are some questions you’re having that maybe I can help answer?

The response effectively acknowledges the prospect's desire for collaboration, which is great for building rapport. However, it could improve clarity by explicitly addressing the need for team consultation instead of vaguely referencing support. The salesperson does well to open up the conversation for questions, demonstrating curiosity and a solution-focused approach. However, they could enhance their closing technique by suggesting a follow-up meeting after the team has discussed or offering to provide additional resources to facilitate the discussion. Overall, the tone is appropriate for the care plan industry, but the response could be more direct in addressing the objection. Score: 7/10

"We've had bad experiences with care plans in the past, why should I trust yours?"

I’m sorry you’ve had that experience. It’s definitely something we hear from patients that have been given the run around on this type of care. I want to reassure you that in our office we pour into our patients as much as we can and are always looking for ways to help or change things up if the results we want aren’t being generated. What about the other care plans did you not trust?

This response effectively acknowledges the prospect's concern about past experiences with care plans, demonstrating active listening and empathy. However, it could be improved by explicitly outlining how your care plan differs from those they've encountered before, thereby focusing on value exploration. The inclusion of a question invites curiosity and discovery, which is good, but it might be beneficial to provide a stronger closing technique that reiterates your commitment to their satisfaction. Overall, the tone is appropriate for the care plan industry, but it could be more solution-focused. Score: 7

"Can you explain why your plan has a higher cost compared to others?"

In our office we don’t have a one plan fits all. Everything is tailored specifically for the patient and what the patient needs most. Here we’re trying to get to the root cause opposed to covering up the symptoms. We also have high tech equipment along with full access to our team at no additional cost, whereas other place they will charge you for anything

The response effectively addresses the concern regarding higher costs by emphasizing the tailored nature of the care plan, which is a strong point in a service-oriented industry like healthcare. However, the communication could be clearer; it might benefit from a brief comparison to the competitors' offerings to highlight the unique value more directly. The response does touch on value exploration and touches on the collaborative approach by mentioning full access to the team, which is good. However, it lacks a closing technique to encourage further conversation or commitment and could include a question to gauge the prospect's feelings about the explanation or any specific concerns they might still have. The tone is appropriate for the industry, but it could be more engaging. Overall, this is a solid response but could use some refinement to maximize effectiveness.

"We are happy with our current solution, why should we switch?"

I’m happy to hear that you’re happy with the current solution but what about your current solution made you reach out to us and explore a different approach?

The response effectively acknowledges the prospect's satisfaction with their current solution, which is crucial for active listening. However, it falls short in demonstrating value or addressing the objection directly. Instead of asking why they reached out, the salesperson could have built more rapport by emphasizing potential benefits or improvements that switching could bring. This would have made the prospect feel more understood and open to the conversation. Overall, the communication is clear, but it lacks depth in exploring value and a closing technique. It could be enhanced by including specific inquiries about challenges with the current solution or potential areas for improvement. Score: 5/10

"What if we don't see an immediate return on investment with your Care Plan?"

In our office we yield a 97% success rate meaning we’re constantly checking in to see how things are going and are always willing to change things up if we aren’t seeing the proper healing Incline. Since we are working with the body the healing process is slower.

The response effectively addresses the concern about ROI by highlighting the high success rate and the proactive approach the team takes to monitor progress and make adjustments as needed. However, it could further emphasize the long-term value and potential cost savings of investing in the Care Plan, rather than just focusing on the success rate. Additionally, while the tone is generally appropriate for the healthcare industry, it could be a bit more empathetic towards the prospect's concerns about ROI. Engaging with a question to explore their specific expectations for ROI could enhance the discovery process and demonstrate active listening. Closing techniques could also be introduced to guide the conversation toward a commitment.

"I need more time to think it over, can you follow up later?"

Yes we sure can, does two days from today work to check back in?

The salesperson's response is somewhat effective as it acknowledges the prospect's need for more time. However, it lacks depth in addressing the concern. Instead of simply scheduling a follow-up, it would be beneficial to explore what specific aspects the prospect needs to think about. This could help uncover any potential barriers or additional objections. The communication is clear, but it could be more engaging by prompting a discussion around their reservations. Adding a closing technique or a value exploration would provide more context and urgency. Overall, while a follow-up is planned, the response could benefit from a more solution-focused and collaborative approach that reinforces the value of the care plan. Score: 5

"We are a small company and don't have the resources to invest in a care plan right now."

Thank you for being upfront with us about this. We really care for you and want to find a solution, what are some ways we can possibly make this work? What is your financial budget? We see lots of patients in the same boat as you and we’re willing to work with you too and still achieve the best outcome

The response addresses the concern by expressing empathy and a willingness to collaborate, which is a good start. However, it lacks specificity and does not effectively demonstrate the value of the care plan or explore potential solutions that could fit the prospect's budget. Asking about the financial budget is a good probing question, but it could have been accompanied by examples of flexible options or payment plans. Additionally, the tone is friendly, but it could be more assertive in reinforcing the importance of the care plan for their business. There is a missed opportunity to build deeper rapport by acknowledging their specific challenges as a small company and perhaps sharing success stories from similar clients. Overall, the response is on the right track but needs to be more solution-focused and value-driven to effectively address the objection.