Chiropractic
Sales Assessment Results

"I've been to a chiropractor before, and it didn't help me at all."

Each one of us treats differently. You may find you really respond well to what I provide in addition to our other services you cannot find elsewhere. The combination of these is what will bring us results.

The response acknowledges the prospect's past experience but lacks depth in addressing their specific concern. It could benefit from a more empathetic tone, recognizing their frustration and inviting further discussion. Clear communication is present, but it doesn't actively engage the prospect with questions or demonstrate curiosity about their previous experiences. The closing technique is weak, as it doesn't invite them to take a next step or explore further. Overall, while the response hints at value, it misses an opportunity to build rapport and collaboratively explore solutions.

"I’m not sure if chiropractic care is worth the investment right now."

If you decide to wait you may very well end up spending more money for less results in the future. Neuropathy is a progressive disease and there is no better time than now to get yourself well. I understand it is costly, but your body and wellbeing is worth so much more.

The response addresses the concern by highlighting the potential future costs associated with delaying chiropractic care, which is a good strategy for emphasizing urgency. The language used is clear and appropriate for the chiropractic industry, appealing to the prospect's wellbeing. However, the response lacks a closing technique and does not ask any follow-up questions to further engage the prospect or explore their specific concerns. While it does touch on value, it could benefit from a more solution-focused approach by offering a specific plan or alternative payment options to alleviate the cost concern. Overall, the tone is supportive but could be more collaborative by inviting dialogue. In summary, while the response has strong elements, there's room for improvement in engaging the prospect and exploring their needs more deeply.

"My insurance doesn’t cover chiropractic services, so it’s too expensive for me."

Unfortunately insurance doesn’t cover what they have labeled as preventative care. Our services fall under this category, not because it isn’t a medical necessity for you, but because they do not want to pay for your problem, which makes them money, to go away.

The response does address the insurance issue but does so in a rather negative tone that could alienate the prospect. The phrasing suggests a confrontation with the insurance industry rather than focusing on how the chiropractor's services can still provide value to the prospect. There’s a missed opportunity to explore alternative payment options or emphasize the long-term benefits of chiropractic care that could justify the cost. Additionally, there are no questions posed to engage the prospect further or assess their needs and concerns. Overall, while it acknowledges the objection, it lacks a collaborative approach and could be seen as dismissive. To improve, try focusing on the benefits of chiropractic care and explore if the prospect has considered out-of-pocket payment options or other financial plans.

"I need to consult my spouse before making a decision about this treatment."

Absolutely! Are we able to get them here in the office with you or can we give them a call? I’m sure they will have questions too and I’d love to help answer them.

Your response effectively addresses the objection by showing a willingness to engage the spouse in the decision-making process, which can help build trust and rapport. You communicated clearly and maintained an inviting tone, appropriate for a chiropractic setting where personal health decisions are made collaboratively. However, you could enhance your closing technique by suggesting a specific follow-up time for the call or visit, which would help move the conversation forward. Additionally, asking questions about the spouse's concerns or any specific issues they might want to discuss could further demonstrate curiosity and active listening. Overall, it's a solid response with a few areas for improvement.

"I’ve heard mixed reviews about chiropractic care from friends and family."

As with anything in life! Each person is so individually unique in a way that some chiropractic offices work for some, and not others. But here at Asuta we have incredible doctors who work together to make sure you are receiving the best possible care tailored specifically to your needs.

The salesperson's response effectively addresses the concern by acknowledging that personal experiences can vary, which is a good start for building rapport. However, it lacks a deeper exploration of the specific reviews mentioned by the prospect. Asking follow-up questions about what specific concerns or experiences the prospect heard could have demonstrated active listening and curiosity. Additionally, while mentioning the team's commitment to personalized care is a positive aspect, the response could have included a closing technique, such as inviting the prospect to schedule a consultation or offering a satisfaction guarantee, to encourage further engagement. Overall, it communicated a positive tone but could benefit from more interaction and a stronger call-to-action.

"I prefer to try physical therapy first before considering chiropractic treatments."

Physical therapy is great! Chiropractic and PT in combination works best rather than choosing one or the other. They are complimentary care styles. And I want what is best for you and your health!

The response effectively acknowledges the prospect's preference for physical therapy, which demonstrates active listening. The mention of chiropractic and physical therapy being complementary is a strong point, as it addresses the concern while also providing a solution-focused perspective. However, the response could benefit from asking a follow-up question to explore the prospect's specific concerns about chiropractic treatments, which would show curiosity and facilitate further discovery. The tone is friendly and supportive, appropriate for the chiropractic industry. A closing technique could also be incorporated to encourage the prospect to consider a combined approach or schedule a consultation. Overall, this response is solid but could be improved by enhancing engagement and exploration of value.

"What if I don’t see any improvement after several sessions?"

Healing takes time. I’m not expecting you to feel better immediately to be honest. We must first halt the progression of your pain and issues which takes time. Once that has occurred over a month or two, then we can start to expect some positive changes! Along the way we will constantly be reviewing and examining your body and how it responds to ensure effective treatments. Remember, effective treatment doesn’t mean immediate relief.

The response effectively addresses the client's concern about not seeing immediate improvement by acknowledging that healing takes time and setting realistic expectations. The salesperson communicates clearly and maintains a professional yet empathetic tone suitable for the chiropractic industry. However, the response could benefit from a closing technique to encourage commitment, such as suggesting a follow-up session or asking if there's a particular aspect of their condition they want to focus on. While there is an explanation of the process, more emphasis on the value of the treatments and reassurance could enhance the response. Overall, it demonstrates a solution-focused approach but lacks a bit in curiosity and active listening. Score: 7

"I’ve been managing my pain with over-the-counter medication, so why change?"

Well you decided this was severe enough to come see us today. So the OTC medication will help, but only temporarily. It’s masking the pain, not fixing the underlying cause. Prolonged use of NSAIDs can also be harmful to organ health.

The response effectively addresses the concern by highlighting the temporary nature of over-the-counter medication and the potential risks of prolonged use. However, it could be improved by softening the tone to sound more empathetic, as it comes off a bit confrontational. A better approach would be to acknowledge the prospect's current management of pain before discussing the drawbacks, which would demonstrate active listening and build rapport. Additionally, asking questions about their specific pain situation could open a dialogue that emphasizes collaboration and curiosity. Finally, including a closing technique that invites them to discuss treatment options could enhance the effectiveness of the response. Overall, you've made a solid point about the limitations of OTC meds, but a few tweaks could increase its impact.

"I can get similar services at a much lower price with a local competitor."

I can promise you that what we offer is not the same. Yes they offer chiropractic, but that’s only one facet of our many modalities we incorporate here. It’s the boost in effectiveness from the combination of tools we utilize in order to fix the problem.

The response does a fair job of addressing the objection by emphasizing the unique aspects of your service compared to the competition. However, it lacks a direct engagement with the prospect's concern about price. While you mention the additional modalities, it would be beneficial to explore how these contribute to better outcomes or longer-term value, potentially justifying the price difference. Asking a question to understand what the prospect values most in their chiropractic care would have demonstrated curiosity and active listening. Additionally, a closing technique could have been introduced to guide the conversation towards setting an appointment or further discussing their needs. Overall, the communication is clear, but it could benefit from a more collaborative approach and a focus on value demonstration.

"I don’t have the time to commit to regular appointments right now."

We can work with you and your schedule to get you started as soon as possible. Some treatment is better than none, and once your time frees up we can get you running full steam! I understand life is busy and things happen. But we gotta try to make your health and your body a priority for you.

The response does a decent job of addressing the concern by acknowledging the prospect's busy schedule and suggesting flexibility in appointment times. However, it could have been more effective by asking a question to further explore the prospect's specific time constraints or preferences. The tone is supportive, which is appropriate for the chiropractic industry. The closing technique is somewhat implied but could be stronger; directly inviting the prospect to suggest a time that works for them would enhance the collaborative approach. Overall, while there is an effort to demonstrate understanding and a solution-focused attitude, it lacks a bit of depth in curiosity and discovery.