Neuropathy Treatment Services
Sales Assessment Results by Aaron Schroeder

"How do we ensure compliance with current regulations while implementing this neuropathy treatment?"

I can appreciate your concern with maintaining compliance with current regulations while implementing your neuropathy treatments. Are you needing additional support with retaining compliance when you are treating your neuropathy? How we help out in that regard is that we go over your equipment that you will take home. We will walk you through the office and go over each therapy that we have ensuring that you know exactly what it is you will be doing and how we reverse neuropathy. Now making sure you are doing everything possible at home we offer a 2 way texting platform so that you can text us at anytime for any questions while doing your treatments. We do have video tutorials to walk you step by step on all at home treatments, additionally we also have written down instructions. This is all available to you and suggest using it as much as possible to ensure you are getting better.

Your response begins well by acknowledging the prospect's concern, which is a good start for building rapport. However, it lacks a clear and structured approach to the objection. You could have used the SPIN Selling technique by probing deeper into the prospect's current compliance challenges and implications. Additionally, while you mentioned support tools like two-way texting and video tutorials, you did not sufficiently emphasize how these tools specifically aid in compliance or align with regulatory standards. Clarifying how these offerings directly address compliance regulations would have strengthened your response. Overall, it felt more descriptive than solution-focused, and it did not effectively explore the value that your solution brings in terms of compliance.

"What hidden costs might we encounter after the initial purchase, especially regarding ongoing training or maintenance?"

Your concern is with making sure there is no more costs after the initial purchase? I can appreciate your concern with this and it sounds like you might have had this happen in the past? I am very sorry to hear that. However, we are very upfront with you about what you might need after purchase. With our neuropathy treatment that we do here everything is for 3 months except the equipment. The equipment is yours to keep for life and only comes with a one time cost. Now if we get to your 3 month re exam and see that not a lot of changes have happened within your neuropathy. We will definitely recommend doing more in office treatments to make the most of it. Those costs typically range from the lowest end of 100 dollars a treatment to 350 per visit. Now we won't know exactly what is needed until that point to see how you have progressed and healed. Then with your concern about training our program has all the training you need implemented at no cost. If new training becomes available you get it for free. Does that sound like something you would move forward with?

Your response does a decent job of acknowledging the prospect's concern about hidden costs, which helps to build rapport. However, it could be structured more effectively. You started with a good empathic statement but did not fully explore the implications of the past experiences that led to this concern. Utilizing the SPIN Selling methodology, you could have delved deeper into the potential hidden costs or challenges the prospect had previously faced, which would help clarify their needs. Your explanation of costs associated with treatment after the initial purchase is clear, but it could benefit from a more explicit breakdown of potential ongoing costs and how they relate to the benefits of the treatment. Additionally, while you mentioned that training is included at no cost, you could further emphasize how that adds value to the overall investment. Finally, your closing question is a bit leading and assumes a positive response without confirming the prospect's concerns fully. A more open-ended question could encourage further discussion.

"Given our current vendor relationship, would it be risky to switch to your treatment solutions at this stage?"

I appreciate that your concern is if it is risky to switch to our treatments while under a current vendor. What are the results you are getting with your current vendor? What do you like about what they do? Would you change anything about their program? (response) From when you started with their care what has life been like for you? Have you been able to be more active? (response) From what you told me being active and having a better quality of life is what you were looking for. Being able to play with your kids, go on long walks with your wife. That is very important to you isn't it? What happens if you keep going with your current neuropathy provider? Do you see you getting to where you want to go with their program or do you see better therapies and faster results with ours? (response) Whatever it is you do I am sure you will be taken care of. We are all just here to help and I have your best interest at heart to get you the results you desire. Now what do you like about our program? Do you see why and how you can get better results with our program? Why do this now though and not wait until you finish your current treatments?

Your response effectively acknowledges the prospect's concern about switching vendors, which is critical for rapport building. You employ thoughtful questions to explore the prospect's current situation with their existing vendor, which aligns well with the SPIN Selling methodology by identifying their Situation and Problem. This approach allows you to uncover the potential dissatisfaction they may have, creating an opportunity to position your solution more favorably. However, while you ask good discovery questions, your responses could use more direct ties to the implications of staying with the current vendor versus switching to your treatment solutions. Strengthening the value proposition of your service in comparison to their current provider is essential. You could have articulated specific benefits or results that your treatment provides, addressing any associated risks of switching and emphasizing the support you offer during the transition. The closing questions are somewhat leading and could be rephrased to encourage more open discussion. Instead of assuming the prospect sees the benefits, ask them to articulate their thoughts on your program compared to their current vendor. Overall, this response shows promise but requires more structured value exploration and clarity around transitioning to your service.

"I’m concerned about our team’s bandwidth to manage this new treatment alongside existing protocols; can it truly integrate seamlessly?"

Totally understand that you are concerned with your bandwidth of your team and make sure they are able to properly manage it. Who are you currently using for the protocols? What do you like about using them? What is your main concern with them currently? (response) Sounds like they are great and you like using them except for what you said about how slow they get back to you is that right? I want to let you know that we have a 24/7 2 way texting platform and are always able to get back to you within a moments notice so you won't have that concern with us. What are the current issues with what you are using right now? What are you and your team experiencing on a day to day basis that just seems like a hassle? Have you tried to remedy that to make it more efficient? So if you continue using what you are using now do you think they will be able to solve the issues at hand that you are experiencing? (response) Now you don't think they will be able to help you further just want to make sure I heard you right? (yes response) Okay that is frustrating am I right? No one should have to go through this especially your team if you keep using the solution that has been given and it hasn't worked what is going to change? I know for a fact that we can integrate seamlessly into any protocol of neuropathy treatment possible. In fact if used properly which we will show you how to use it the most effective way with your current protocol. It can actually save your team time and get to focusing on the most important part which is helping people. That is why we do what we do. We just want to provide the best and efficient protocols for any patient.

Your response begins with a good acknowledgment of the prospect's concern about team bandwidth, which is essential for building rapport. You effectively ask probing questions to understand their current situation and challenges, aligning with the SPIN Selling methodology by seeking to understand their Situation and Problem. This allows you to explore any dissatisfaction they may have with their current provider. However, while you do well in uncovering pain points, your response could benefit from a more structured articulation of how your solution will specifically address these concerns. You mention your 24/7 texting platform, but you could further emphasize how this feature, along with your seamless integration, directly alleviates the prospect's worries about managing new protocols. Additionally, the closing questions feel somewhat leading and could be rephrased to encourage more open discussion regarding their thoughts on your solution. Overall, your response shows a solid understanding of the prospect’s perspective but would be more effective with a clearer emphasis on solution benefits and a stronger summary of your value proposition.

"With limited options in the market, what differentiates your service from the other treatments we’ve considered?"

It sounds like you are looking for ways we are different than any other treatments that are available to you right? (response) I can appreciate that you want to know that what we will do for your neuropathy is important. What are you currently going through? What are you using to treat your neuropathy now? Has it been effective? What would you change about the treatment if you could? (response) Sounds frustrating that you haven't quite gotten the results you are looking for. Let me ask if you keep doing what you are doing, will you see the same results or would they be different? (response) So you agree doing the same thing over and over again expecting a different result is the definition of insanity? What happens if you don't change anything? If you keep doing what you're doing with no changes then you won't maximize your healing which is not what we want. We want you to be kicking and running around with your grandkids, and that is what you want! I want to be the clinic that gets you there. Now you asked about what makes us different, you've seen all our treatments up front close and personal. We went over them in depth for you to be able to fully understand how they help. Do you see how these therapies are different than what you are currently using to treat your neuropathy? So if it is different don't you think you will get different results? What happens if you don't choose us? Like you said there are limited options and you have been to a lot of places. Do you think that our office are vastly different than what you have seen at other offices? (response) Of course we are different. We wanted to give people a much better and more efficient way to treat their neuropathy versus getting injections, surgeries, and take medication. We want to do it all naturally and that is what you told me as well.

Your response does well in initiating a dialogue to uncover the prospect's current experiences with other treatments. You acknowledge their concern about differentiation, which is a positive approach. However, your questioning could be more targeted towards identifying specific pain points with their current solutions, which would create an opportunity to position your service as a unique solution. While you mention the desire for natural treatments and getting better results, it would be beneficial to explicitly articulate the unique features and benefits of your service compared to competitors. Instead of relying on the prospect to draw conclusions, you could more clearly outline the value propositions that set your service apart. The reference to the "definition of insanity" could be perceived as confrontational; it's important to maintain a supportive tone. Additionally, while you encourage them to consider alternatives, your closing questions should invite more open-ended responses from the prospect rather than assuming agreement. Overall, your response is engaging but needs more clarity on how your services specifically address their needs and differentiate from competitors.

"How can we justify the ROI for this neuropathy treatment against our tight budget constraints?"

I can appreciate your concern with your tight budget constraints and want to maximize your return. Who are you currently using for your neuropathy treatments? How did you get involved with them? What type of therapies do they offer for your patients? (response) Sounds like they came to you at the right point in time. Do you like what your current neuropathy treatments are offering your patients? Have your patients received real results from using this? Now what don't you like about these current therapies? (response) So you have gotten results with some patients but not the results you or they were hoping for. How did that make you feel? How does it make the patients feel? You think that the time constraints on the therapies are too great for patients to keep doing them and that is a valid concern. You want them to be able to do the treatments you tell them to without having to set aside 4 hours a day. It is great you are thinking of them when they aren't here in front of you. Have you been out there looking for other therapies that would benefit your patients? You solving this problem, how would it be different for you than it is right now? What has prevented you from changing this in the past? (response) So you agree that doing nothing is not a good option especially for ROI. When patients aren't happy with the results and you aren't that means that what you are using isn't making you anymore return would you agree? By switching to our treatments not only will you get faster results, You will also reduce the time spent for patients to 2 hours instead of 4 hours. Saving them more time on more effective treatments getting better results. You told me you have been out there looking around for better treatments. Would you say what we do is much more different than anyone else you have talked to about this? Of course we are, we are the leading neuropathy treatment solutions and we are using innovative technology such as the red light therapy, electrical stimulation for your nerves. Those old machines just don't do the trick anymore. With our 100s of other patients that have used ours they said they would bring a friend here to get treated if they had neuropathy.

Your response effectively recognizes the prospect's concern regarding ROI and budget constraints, which is crucial for rapport building. You start with probing questions that align well with the SPIN Selling methodology, allowing you to uncover the prospect's current experiences and dissatisfaction with their existing treatments. This approach fosters a better understanding of their situation and challenges. However, while you do a good job of exploring their current therapy results, your response could be more focused on explicitly demonstrating the value of your service in terms of ROI. After identifying their challenges, you should more clearly articulate how your treatment solutions translate to cost-effectiveness and improved patient outcomes. Additionally, while you mention time savings and innovative technologies, it would be beneficial to quantify potential ROI in concrete financial terms or improvements for the practice. Your closing questions are somewhat leading and could be rephrased to encourage more open dialogue, inviting the prospect to share their thoughts rather than assuming agreement. Overall, your response is strong in discovery but could enhance clarity and specificity around the financial justification for your treatment solutions.

"I need clarity on how this treatment will affect our current operational efficiency and team performance. Can you provide examples?"

That is a great concern to have to make sure your operations and team perform better. Now how is your current operations set up? How does your team feel about this now, have they expressed any concerns with your current treatments? Do you have any concerns about your current treatments? (response) What is the thing that your team would change about your solutions right now? What would you personally change? Is there anything else you don't like? (response) Now going over how we can make this efficient in your office. All these therapies are designed to cut down time versus what you are doing. You said that it takes 40 minutes for a treatment of red light. Well with these new lights that we have found actually penetrate deeper into the skin into your cells. You only have to do a 20 minute therapy to see the same results. Which then means more time for your team and they can focus on other pressing matters more often than having to spend more time utilizing these therapies. Now can you see the benefit of how your operation will be more efficient and your team performance will increase? What has prevented you from changing your situation in the past? What is preventing you right now from making a change to something more beneficial?

Your response begins by validating the prospect's concern regarding operational efficiency, which is essential for building rapport. You ask several discovery questions to uncover their current setup and any issues they might have, aligning with the SPIN Selling methodology. This is a good approach for understanding their situation and identifying specific pain points. However, while your questions are good for gathering information, your response could be clearer in terms of how your treatments specifically improve operational efficiency and team performance. You mention that your therapy reduces treatment time from 40 minutes to 20 minutes, which is a significant improvement. Still, elaborating on how that time-saving translates into better outcomes for both staff and patients would strengthen your argument. Furthermore, your closing questions about preventing change are somewhat leading and could be rephrased to encourage more open discussion. Instead of assuming the prospect's concerns, ask them to express their thoughts on potential changes. Overall, your response shows promise but would benefit from a more direct connection between your solution's features and the specific operational efficiencies it brings to the prospect's organization.

"What if the implementation timeline extends due to unforeseen complications? How can we mitigate that risk?"

Being concerned with implementation and being ahead of the ball game to ensure that it stays on track is a great concern. What unforeseen complications would you be referring to? This sounds like something you have came across in the past? How did you handle it? What happened? (response) Sounds very frustrating to be part of that. Not answering your phone calls, texts and even emails. Leaving you to dry for a while is not right. How did you move past this? What was your solution to that when it happened? (response) Sounds like you handled it very well. Are you anticipating any complications with us? What are your biggest concerns you might be expecting from us? (response) I appreciate you being up front and honest with me. With us you won't have to worry about not being able to reach us. We have multiple people on this team and they are already working on a plan to follow to make sure that the implementation is a smooth and easy process. We are looking at the logistics of where your office is, how many patients you see, when we will be able to stop in and make sure that everything is incorporated properly and we also have follow up visits every month for 6 months then after that is every 3 months. We are here to make sure you are taken care of. How does this sound for your current issues you are trying to stay ahead of? Are there any other comments or concerns that you might want us to think about before executing the plan?

Your response effectively acknowledges the prospect's concern about unforeseen complications during the implementation process, which is important for building rapport. You ask insightful follow-up questions to uncover their past experiences with similar situations, aligning with the SPIN Selling methodology to better understand their situation and the potential problems they might face. However, while your probing questions help gather information, your response could benefit from a more structured approach to how you plan to address these complications should they arise. It would be helpful to articulate specific strategies or contingencies your team has in place to manage unforeseen issues, emphasizing proactive measures that will ensure a smooth implementation. While you mention follow-up visits and support, providing more concrete examples of how you have successfully navigated similar challenges in the past would strengthen your credibility. Additionally, your closing questions are good for encouraging dialogue, but they could be framed more openly to elicit detailed feedback rather than just confirming agreement. Overall, your response shows a solid understanding of the prospect's perspective but would benefit from clearer articulation of your mitigation strategies and enhanced emphasis on the value your support brings to the process.

"Could this treatment potentially disrupt our workflow or lead to concerns among our team regarding patient outcomes?"

Disrupting workflow and making sure the patients are taken care of sounds like a major concern for you. Which is very valid. How is your current workflow for your team right now? How does your patients feel about their outcomes and their visits currently? Would you change anything about the current set up you have? Why? (response) It is important to make sure the atmosphere for your patients is welcoming and that you value them being here and taking their neuropathy seriously. They chose you for a reason and it would be a disservice for us to complicate that. Is there anything else you don't like about your current set up? Where is the major hold up with your workflow as of right now? (response) Totally understand that having more patients come in to get them signed up for care is a major workflow disruptor but it is needed for the business to thrive and say afloat. Our services actually a lot of them are just setting the patient up. So the doctor or PA sets them up on the therapy and they just monitor it they don't have to do anything else except make sure the therapy is doing what is it designed to do so just a couple checks every so often you should be good. Which then allows your team to fully dive into and divide up to bring in new patients. How do you feel about how our solution to your workflow? How do you think the patients will perceive this a positive change or would they view it as negative? Does your team have any other concerns with what is going on?

Your response effectively acknowledges the prospect's concerns about workflow disruptions and patient outcomes, which is critical for rapport building. By asking open-ended questions about their current workflow and their patients' feelings, you demonstrate curiosity and a desire to understand their specific situation. This aligns well with the consultative selling approach. However, while you ask thoughtful questions, your response could benefit from a more direct articulation of how your treatment solutions will minimize workflow disruptions. You mention that your services involve setting up patients with minimal ongoing monitoring, but it would be more impactful to explicitly state how this leads to operational efficiencies and enhances patient care. Additionally, your explanation of the need for patient sign-ups feels somewhat defensive. Instead, emphasize how your solution integrates smoothly and supports existing workflows rather than justifying the need for patient intake. This could help frame your offering more positively. Finally, the closing questions are good for encouraging dialogue but could be rephrased to invite more in-depth responses from the prospect regarding their concerns about your treatment's impact on their operations.

"How do we align the decision-making process within our organization to secure approval for purchasing your neuropathy treatment?"

That is a great question and one that I get asked a lot. Actually one of our patients asked that the other day. How are you currently paying for your neuropathy treatment now? Who currently makes the decision? (response) Now last time you went through this what did those steps look like for you to get that approval from them the last time? We just need to make sure that the decision maker is on board for this right? What are the major areas of concern for them? (response) I can totally understand that you want to make sure that it all makes sense here for you so that you can make it make sense for them. Our treatments are designed to be more effective so a 1 hour long treatment for a typical patient for you right now can be done in 30 minutes with us. Which then allows you and your organization to focus on more of the patient concerns and making sure they are well taken care of. How do you see this solution helping you and your organization? How do you feel about this right now? If you feel good about it do you think your organization will feel great about it and allow you to secure approval for our services?

Your response begins well by acknowledging the prospect's question, which is important for rapport building. You ask relevant questions to uncover the decision-making process and current payment methods, demonstrating a good understanding of the context. This aligns with the consultative selling approach, which is effective in this scenario. However, your response could benefit from a more structured exploration of how your treatment aligns with the organization's goals. While you mention the efficiency of treatment times compared to current methods, it would be more effective to directly tie this to the decision-makers' concerns about costs, patient outcomes, and operational efficiency. Highlighting specific benefits and aligning them with the organization's priorities would strengthen your proposition. Additionally, your closing questions are good for encouraging discussion but could be more open-ended to elicit detailed responses about any potential objections from decision-makers. This would help you address their concerns more thoroughly. Overall, your response shows promise but requires deeper value exploration to solidify your case for securing approval.