Neuropathy Treatment
Sales Assessment Results
67
Developing Closer
10 questions
Maximum score: 100
Completed in
You’ve shown some solid moments in your sales approach, especially in demonstrating empathy and curiosity about your prospects' concerns. Your ability to acknowledge their feelings and ask thoughtful questions is commendable, but you need to step up your game in delivering clear, specific value propositions that connect directly to their needs. I noticed a pattern where you often ask good exploratory questions, but follow through with vague responses that lack the detailed evidence or metrics necessary to drive your points home. This is particularly crucial in the medical field where data and proven success matter.
To elevate your performance, I recommend diving deeper into the techniques of Value Selling and the AIDA Model. Focusing on articulating clear benefits and tying them to measurable outcomes will resonate more with your prospects and guide them through the buying process.
Remember, it’s not just about asking the right questions; it’s about making your answers as compelling as possible. The way you close a conversation can either push a prospect away or pull them in closer. Always aim to leave them with a clear next step. The key takeaway? You have the foundation to succeed, but you need to build on it with more precise communication and a stronger value demonstration. Keep pushing yourself, and don’t settle for good when you can be great!
Question Breakdown
1.
6
/ 10Question:
"How do I know this treatment will actually work for my patients' specific neuropathy conditions?"
Answer:
I can appreciate your concern with ensuring this treatment works for your specific conditions. We have been doing this a long time, and we do not take everyone as a patient if we don't know we can help them. Your case specifically includes numbness, sharp pain and balance loss. We have had over 50 cases that are just like yours specifically and all 50 who have done the program and committed to the at home protocol and listened to us all had great results and are on the way to being out of pain, better balance and numbness is starting to disappear.
Just think of all the activities you said you were wanting to do that this has kept you from. Just like all these other patients as well. You are not alone on this journey and we want to help you get back to where you can enjoy all the things you have been wanting to do.
So are you ready to take the first step into getting better today?
Feedback:
The response shows empathy and addresses the objection by referencing past success with similar cases, which is a strong point. However, it lacks detailed evidence or data that could further substantiate the claims made about results, which is crucial in the medical field. The closing question encourages action, but it could be more effective if it included a specific next step or offered to schedule a consultation. Overall, it could benefit from more inquiry to understand the prospect's concerns better and a clearer demonstration of value that connects to their specific needs.
2.
7
/ 10Question:
"I'm concerned about the long-term maintenance costs associated with implementing this treatment."
Answer:
I completely understand about the long term commitment for maintenance costs.
What is your biggest concern with the costs long term?
Great news is that we actually factor that in to our initial investment cost. You get to take home all the equipment so you can keep for life. Now at the end of it the in office visits we might suggest doing some maintenance such as one of our most effective tool called shockwave which will just maximize your care. But you have 9500 taps of shockwave built into the plan already.
It costs roughly about .45 per tap for that for the maintenance which is very affordable and we can have multiple options of how to pay for that as well such as upfront or we can do pay per visit or payment plans.
Feedback:
The response begins well by acknowledging the prospect's concern about long-term maintenance costs, which demonstrates empathy. However, it misses an opportunity to delve deeper into understanding the prospect's specific worries, as the question posed is somewhat vague. Providing information about the initial investment and ownership of equipment is beneficial, but the mention of the shockwave tool and its cost could be clearer and more compelling. It would help to explain the value and benefits of this maintenance in relation to the prospect's overall treatment goals. Additionally, outlining payment options is a strong point, yet it could be more effective if connected to how each option aligns with their budgetary preferences. Overall, the response could benefit from a more structured approach that reassures the prospect while illustrating long-term value.
3.
6
/ 10Question:
"What if our staff doesn't have the time to properly train on this new technology?"
Answer:
When you say they won't have time to properly train on this new technology, Walk me through a day in the life for your team?
The reason I ask is because most days we all have some sort of downtime to properly navigate the ins and outs of our business and we all want to do the best that we can do and out perform what is expected of us especially in the medical field.
Feedback:
The response begins with a thoughtful question that encourages discovery, which is a strong approach. By asking the prospect to walk you through their team's daily routine, you show curiosity and openness to understanding their specific situation. This aligns well with consultative selling principles. However, the response could be enhanced by more directly addressing the concern about time constraints. For instance, it would be beneficial to provide examples or suggestions on how training can be integrated into their existing workflows or highlight the efficiency of the training process. Additionally, mentioning any support or resources you offer to facilitate training would further reassure the prospect. Overall, while the question posed is effective for exploration, the answer lacks a clear value proposition regarding the training process itself, which would be crucial in addressing their concern more fully.
4.
7
/ 10Question:
"We have a tight budget this fiscal year; can you justify that this investment will pay off in the long run?"
Answer:
I totally understand that you are concerned with the end result long term investment.
I remember you telling me that getting back to doing the things that you love going for walks with your dog and wife, being able to travel and enjoying retirement were crucial to you.
Let me ask and forgive me if it seems forward but are you still committed to being able to do those things?
If we wait any longer this condition will get worse and run rampant on your life, and I do not want that for you. In fact if you let it run its course and let it get worse your costs are only going to go up because there will be more medical expenses such as rennovating your home to make accomodations for wheel chair accessible. There are essentially two costs the cost of starting care today. Then the cost later; one which greatly exceeds the cost of getting it taken care of now.
Wouldn't you agree that taking care of the problem while it is still manageable is a wiser decision than letting it get worse and costing more in the long run?
Feedback:
The response effectively acknowledges the prospect's concern about budget, demonstrating empathy and understanding of their personal situation. By recalling the prospect's priorities, you create a strong emotional connection. However, while the framing of costs is insightful, the argument could be enhanced by providing concrete examples of potential long-term savings or improved quality of life as a result of the investment. The question posed at the end prompts reflection, but it could be more impactful if tied directly to specific outcomes or metrics that quantify the benefits of the investment. Overall, while the approach shows good curiosity and discovery, it could benefit from clearer justification of the investment in terms of measurable ROI or value over time.
5.
7
/ 10Question:
"Our current provider has been reliable; why should we switch to your solution now?"
Answer:
I can respect that your current provider has been reliable. That says a lot about you and shows that you are loyal to getting better and you will do what it takes to get better.
How effective has your current solution been working for you?
(wait for response)
Because truth of the matter is that if you were truly happy with your provider you wouldn't be looking for other solutions to your problem. Which tells me they haven't effectively addressed your needs.
Our program is thoroughly tailored by every single one of our doctors and they all get on calls to ensure that you are going to be blown away by your care plan.
Now would you like to see how and what we plan on doing with your case specifically so we can get you the results you are looking for?
Feedback:
The response starts with a respectful acknowledgment of the prospect's loyalty to their current provider, which is a positive approach. Asking how effective the current solution has been is a good inquiry that opens the door for dialogue and allows the prospect to express potential dissatisfaction. However, the statement that they wouldn't be exploring other options if they were truly happy could be perceived as confrontational and may put the prospect on the defensive. It is important to maintain a positive tone while encouraging reflection.
The mention of a tailored program and the doctors' involvement is valuable; however, providing specific examples of how your solution has helped others in similar situations could strengthen the argument further. The closing question effectively invites the prospect to engage and explore the offerings, but it could be more compelling if it included a direct benefit or outcome that addresses the prospect's pain points. Overall, while the approach is generally strong, it would benefit from a more supportive tone and concrete evidence of your program's advantages.
6.
6
/ 10Question:
"Can you explain how your solution can integrate with our existing patient management systems?"
Answer:
That is great question. Just to make sure I understand you are worried about how our treatment protocols are going to affect your existing patient treatments?
With our state of the art technology that we have figured out how to seamlessly integrate what our protocols into any system directly and not affect the existing patients and are able to differ between an existing and keep them separate from a new patient.
Did that answer your concern for integration? Did this happen before where it didn't integrate appropiately?
Feedback:
The response starts positively by acknowledging the prospect's question and clarifying their concern, which is a good practice for effective communication. However, the explanation of the integration process lacks clarity and specificity. While mentioning "state of the art technology" is a strong point, it would be beneficial to provide concrete examples of how the integration works in practice or share success stories of past implementations. The closing questions encourage further discussion, but they could be better structured to elicit detailed responses regarding the prospect's past experiences with integration issues. Overall, while the response demonstrates curiosity, it could strengthen the value proposition by elaborating on the integration process more clearly and confidently.
7.
8
/ 10Question:
"What kind of support will we have during the implementation phase to ensure a smooth transition?"
Answer:
Is having support important to you during this time period? Did you have troubles with someone else's services?
I am really glad you asked about the support that you will receive through the implementation phase. Before you leave our office today we will get one of the doctors to go over with you your equipment and what you will be doing at home. During that time period one of our members of our team will reach out to you in a 24 hour period and take any questions down that you may have.
Also you will be coming in the office 2 times a week for a little bit and we can provide extra assistance especially if you want to bring your equipment in and we can make sure we are doing everything possible to make sure you understand.
We also have an app where you can download it and look up video tutorials on it so you can follow along and make sure that everything is being done correctly. Otherwise you will be able to talk with us through a phone call and we do provide zoom calls if that is better for you.
Feedback:
The response starts positively by recognizing the importance of support, which addresses the prospect's concern effectively. However, the opening questions could be more aligned with building rapport rather than potentially leading to negative experiences. The explanation of the implementation support is comprehensive and highlights multiple touchpoints, including in-person visits and resources like an app and video tutorials, which is valuable. Yet, it could be strengthened by explicitly stating how each support mechanism will alleviate specific implementation challenges. Overall, the communication is clear, but a more empathetic approach in the initial questioning could enhance engagement.
8.
7
/ 10Question:
"How will this treatment align with my practice's overall vision and patient care objectives?"
Answer:
What are your current patient care objectives and your overall vision?
We want to make sure that we place your beliefs at the very core of what we do to make sure that you treat patients to the highest level of service without sacrificing why they came to you in the first place. We are simply adding more value to the treatment parts of your clinic and not changing the whole thing of what you do. So that your patients still feel welcomed and they are the main priority of the whole process and they can feel that. Except they are just getting better results.
Feedback:
The response begins with a strong inquiry that demonstrates curiosity about the prospect's goals, which is essential for effective consultative selling. By asking about their current patient care objectives, you encourage engagement and dialogue. However, the explanation that follows could be more specific in outlining how your treatment directly supports their vision and objectives. While mentioning the goal of adding value is a positive aspect, providing concrete examples or metrics that illustrate how your solution aligns with their objectives would strengthen the argument. Overall, the response shows a good initial approach, but it needs more clarity and detail to effectively convey alignment with the prospect's vision.
9.
7
/ 10Question:
"I need to ensure that my team is fully on board with this decision; how do you suggest we address any internal pushback?"
Answer:
Are you expecting any push back from your staff from this decision?
If so, what type of pushback will you be exposed to?
The reason I ask is because our program and treatments are designed to actually get more time and efficiency back into your teams daily activities so taking them out of the treatment part more and being able to make sure the day to days are completed even quicker, which then results in more time they have.
Also these changes in your treatments are going to provide patients with better results over a 20% increase in what we have seen in our other clinics we have paired with already. The staff that are there love it because now they are answering less patient concerns and questions and are able to fully believe in the treatments and be able to communicate with them more on a personal level and creating a happier environment for everyone involved.
Feedback:
The response begins with good exploratory questions that demonstrate curiosity about the prospect's situation, which is essential for understanding potential concerns. However, the initial inquiry could be framed more positively to foster rapport rather than implying that pushback is expected. The explanation of how the program enhances efficiency and results is a strong point, but it lacks specificity in how these changes will be communicated to the staff and what support will be provided during the transition. Providing concrete examples or testimonials from other clinics about successful staff integration could further strengthen the response. Overall, while the approach attempts to address potential pushback, it could benefit from a clearer articulation of change management strategies and a more supportive tone.
10.
6
/ 10Question:
"What are the compliance standards your solution meets, and how will this impact our operational procedures?"
Answer:
You're worried about the compliance standards impacting your operational procedures correct?
Great news is, that we have been through plenty clinics and actually have had multiple experts review our standards to make sure they agree with the set bar of compliance. And excellent news is- that it does and actually exceeds the standards that we have seen.
We are a company that strives in making the patient treatments are successful, and done ethically. Not only do we care about the patients but we care about the staff being able to do the best of their abilities without having to worry about what they are doing if it doesn't meet guidelines. We take all the busy and stressful work out so you can focus on what matters...Which is getting patients better.
Feedback:
The response starts by attempting to validate the prospect's concern about compliance standards, which is a good approach. However, the initial question could be more engaging and less leading, as it assumes the prospect's worry without inviting further detail. The explanation about exceeding compliance standards is a strong point, but it lacks specific examples or evidence of these standards and how they were measured or validated. Additionally, elaborating on the operational impact or the support provided during compliance processes would enhance the response's clarity and relevance. Overall, while the communication expresses a commitment to patient care, it could benefit from more detailed insights and a collaborative tone to foster trust and understanding.