Neuropathy protocol
Sales Assessment Results

"I'm not convinced that your Neuropathy protocol will actually work for my condition."

I understand you have hesitations. Can you give me an example of why you don’t think it would work for your condition? Our doctor would not present you a care plan if he did not think we were able to help you at this point in time.

The response begins well by acknowledging the prospect's hesitations, which demonstrates active listening. However, it lacks a strong solution-focused approach, as it doesn't clearly articulate the specific benefits or evidence supporting the Neuropathy protocol. Asking for an example of their concerns is a good attempt at discovery, but it would be more effective if coupled with some reassurance or success stories to build rapport and address their doubts. The tone is appropriate, but it could be warmer to foster a more collaborative atmosphere. Overall, while there are elements of good practice, the response misses opportunities to explore value and provide a stronger closing technique.

"I've heard about similar treatments that are cheaper; why is yours priced higher?"

Are you looking for a cheaper solution? We are confident in our care plans here in our office, as we do have a 97% success rate in the reversal of neuropathy, and plenty of testimonials of patient success stories through the office.

The response partially addresses the concern about pricing by highlighting the success rate and testimonials, which effectively showcases value. However, it misses the mark on engaging the prospect's curiosity about their needs and preferences. Instead of asking if they are looking for a cheaper solution, it would be more effective to ask what they value most in a treatment and how they perceive quality versus cost. This would demonstrate active listening and a collaborative approach. The tone is appropriate for the industry, but it could benefit from more empathy toward the prospect’s concern about budget. Additionally, while the success rate is impressive, it could be more effective if it tied directly back to how it translates into long-term savings or value compared to cheaper alternatives. Overall, this response could be more solution-focused and engaging. Score: 6

"Can you provide evidence or testimonials from other patients who have used this protocol successfully?"

Absolutely, we have testimonies of patients all throughout our office giving examples of improvements they have seen since starting care in our office. We also have over 200 reviews on google, that can also attest to our success rate as well.

The response effectively addresses the concern by mentioning testimonials and reviews, which is crucial in the healthcare industry where trust and evidence are paramount. However, it could be improved by offering specific examples of testimonials or summarizing key outcomes from patients to strengthen credibility. The tone is appropriate, but a more personal touch could enhance rapport. There are no closing techniques or follow-up questions present, which may limit engagement. Overall, while the response is on the right track, it lacks depth in value exploration and curiosity about the prospect's specific concerns or experiences with neuropathy.

"I'm currently undergoing treatment with another provider; why should I switch to your protocol?"

There is a reason you came to see us in our office versus staying and doing the current protocol you’re under with a different provider. Are you not currently seeing the results you are looking for? Our clinic has a 97% success rate and we have patient testimonials that can attest to the fact that what we do here works, would you like to see some of those?

The response effectively addresses the concern by reminding the prospect of their initial interest and questioning their current satisfaction with their ongoing treatment, which encourages reflection. The communication is clear, and the tone is appropriate for the healthcare industry, showing empathy towards the prospect's situation. However, it could improve in the closing technique; instead of just asking if they want to see testimonials, proposing a next step or scheduling a consultation could further engage them. The solution-focused approach is good, as it emphasizes the clinic's success rate and patient testimonials, but it could benefit from more curiosity and discovery by asking about the specific issues the prospect is facing with their current treatment. Overall, there is acknowledgment of the prospect's perspective, but more active listening could enhance the rapport. The value exploration is effective, but a more personalized touch would improve it. Overall, a solid response but with room for improvement in engagement and next steps.

"I'm worried about the time commitment required for the Neuropathy protocol; how long will it take to see results?"

That’s a great question, and I can see why you are eager to see results. With neuropathy being a serious condition, it does take time to heal the nerves properly. We are working on a long term solution, and not just a bandaid for the neuropathy. With that being said, everybody’s biological response to care is different, it does take 12-18 months of consistent care to see positive results. Healing takes time!

The response does a good job of acknowledging the prospect's concern about time commitment which shows active listening. However, it could be improved by providing more specific examples or testimonials that demonstrate how others have successfully navigated the time commitment or the positive outcomes they've experienced. The tone is appropriate for the healthcare industry, conveying both empathy and professionalism. However, the closing technique could be stronger by inviting further questions or offering a personalized follow-up to discuss their specific situation. Overall, it effectively communicates the necessity of commitment but lacks a collaborative approach to explore the prospect's feelings further or to build rapport more effectively.

"What if I don't see any improvement after following your protocol?"

That’s a great question, and I can understand your concern. Although that isn’t a common occurrence, if that situation presents itself, we will change up your care based on the improvements we are not seeing. For example, just like loosing weight people hit plateaus, and need to switch things up. Since the doctor oversees your care, he will do that as needed.

This response does well in acknowledging the prospect's concern, showing active listening. However, it could be enhanced by demonstrating more empathy and providing a clearer path forward if improvements are not seen. The analogy to weight loss plateaus is a decent attempt at relatability, but it may not resonate strongly in the context of neuropathy treatment. Additionally, a stronger closing technique could have been employed to encourage further discussion or commitment. Overall, while the response touches on some important points, it lacks depth in exploring the value of the protocol and building a collaborative approach with the prospect. Suggestions for improvement: Include specific examples of adjustments that could be made, emphasize the support and communication throughout the process, and ask an open-ended question to keep the conversation flowing.

"How does your Neuropathy protocol differ from other options available on the market?"

Every neuropathy clinic has a similar protocol. It comes down to being confident in the doctor you’re choosing, the testimonies of patients who are seeing improvements, the atmosphere in the clinic, and the reviews of the clinic from real patients. Does that answer your question or concern?

The response does address the objection by emphasizing the importance of trust and patient experiences over the specifics of the protocol. However, it lacks clarity in directly comparing the offered protocol with competitors, which is crucial in a market with many options. The tone is somewhat dismissive by suggesting that all clinics are similar without providing unique selling points for your protocol. While it does prompt the prospect for further engagement, it doesn’t actively explore their specific concerns or curiosity. It would be beneficial to delve deeper into what makes your protocol unique and how it delivers results compared to others. Overall, the response could benefit from a more solution-focused approach and better engagement with the prospect's needs. Score: 5/10

"I'm concerned about potential side effects or complications from your treatment; what can you tell me?"

I understand your concern. The doctor has carefully assessed your case, avoiding any adverse reactions you could have. Everything we do here is non invasive and should be of no concern to cause any complications.

The response does acknowledge the prospect's concern about potential side effects, which is good for active listening. However, it lacks depth and does not provide specific information about what measures are in place to minimize risks or examples of the non-invasive nature of the treatment. The tone is somewhat clinical, which may not resonate well with all prospects; a more empathetic tone could enhance rapport. Additionally, there are no closing techniques or questions to further engage the prospect, which would help in exploring their concerns more thoroughly. Overall, the response is somewhat reassuring but fails to fully address the opportunity to explore the value and safety of the treatment. To improve, consider providing more detailed information about safety protocols, inviting further questions, and expressing genuine concern for the prospect's wellbeing to build a stronger connection.

"This sounds great, but I need to discuss it with my doctor; can you provide me with information to share with them?"

I understand you wanting to discuss this with your doctor. Can I ask why your current doctor hasn’t offered you any solutions for this issue? Is there any other questions you may have for the doctor that we could answer for you?

The response demonstrates an understanding of the prospect's need to consult their doctor, which is important in a healthcare context. However, it misses the mark in effectively providing the requested information that could facilitate the discussion with their doctor. Instead of directly addressing the request for information to share, it shifts the focus to questioning the current doctor's competence, which could be perceived as confrontational. While the attempt to ask follow-up questions shows curiosity, it could be more effective to first offer clear and useful information that the prospect could take to their doctor. Additionally, acknowledging their concern more empathetically would build rapport better. Overall, the response lacks the solution-focused approach needed in this context. Score: 4/10

"What kind of support do you offer after I start the Neuropathy protocol?"

That’s a great question! We send all our patients home with a notebook that you can write down questions or concerns in and bring to your appointments. We have a texting line that is always open to send in questions as they come up. We are always happy to set aside time on the doctors schedule to go over any additional help as needed throughout your care. We also offer an app that can help track and monitor your progress, share daily motivation, tips and more that we can sign you up with as well. Does this answer your question?

This response effectively addresses the prospect's concern about support after starting the Neuropathy protocol. The salesperson provides a clear overview of multiple support options, including a notebook for questions, an open texting line, dedicated time with doctors, and an app for tracking progress. The tone is appropriate and reassuring, which is vital in a healthcare context. However, the closing question "Does this answer your question?" could be improved by inviting further discussion or feedback, which would demonstrate a more collaborative approach. Additionally, the response could benefit from a brief mention of how these support tools have positively impacted other patients, adding to the value exploration. Overall, this is a strong response, but it could be enhanced with a touch more curiosity and engagement.