Increasing telephone conversion rates can dramatically affect your gross margin
Discover the untold secret that skyrockets profits! Increase telephone conversions and watch your business thrive!
ESCRS 2014: Cost-effective Ways To Attract New Patients
ESCRS 2014: Cost-effective Ways To Attract New Patients [slideshare id=39230832&doc=escrs2014-cost-effectivemethodsofattractingnewpatients-140918033041-phpapp01] As part of a panel discussion with Mike ...
Excellent Reviews from ESCRS 2014 Workshop: Delivering World-Class Medical Consultations
LiveseySolar presents a full-day masterclass at ESCRS 2014 at the Excel London We delivered a full-day Masterclass called "Delivering World-Class ...
Rod Solar reveals practice building secrets gained over a decade of growing healthcare organisations at ESCRS 2013 Practice Development Weekend
Rod Solar reveals practice building secrets at ESCRS 2013 Practice Development Weekend We decided to get practical at the ESCRS Practice ...
Healthcare consultation skills: The Top 10 Sales Questions
To elicit strong dominant buying motives, or emotional responses from our consultation prospects, we need ask powerful questions. in this post, we share the questions that consistently generate the information we need from prospects, after over the past ten years of experimentation.
Healthcare consultation skills: The 4 goals of a good discovery
The discovery, is the part of the consultation where we ask questions about the prospects experiences that led them to identifying there is a problem to solve. We ask them about their past experiences, aiming to reveal their pain. We ask them about their future aims, in order to reveal their hopes for gain. We do this to identify their dominant buying motive, so that we can earn the right to recommend a solution that will solve their problem.
Healthcare consultation skills: Elements of the intent statement (part 1)
Intent statements are invaluable devices we can use to communicate expectations to any prospect on any sales call or consultation. In this post, we share the first 3 of 5 elements of the an intent statement...
Healthcare consultation skills: The critical first 5 minutes
The first 5 minutes of the ideal healthcare consultation represent our only chance to make a first impression. Reduce the prospect’s tension so they will open up to us. When meeting with new patients for the first time, here are 4 do's and 4 don't's to put your patients at ease...
The space between the healthcare marketing moments of truth
The white space is the space in between those moments, which arguably carry even more risk. This is the time in which prospects and customers are alone to think, to doubt, to experience anxiety and remorse about their purchase decisions. This is when they start seeking evidence to justify their fear. This is when concerned friends and family are most prone to be overly-protective. This is the white space.
Shutting down the big fat healthcare sales excuse factory!
We can only take the glory for being great, if we take the responsibility when we are not. How come it’s sometimes someone or something else’s fault when we’re not succeeding, yet we’re so quick to accept accolades when we are successful? We can’t have it both ways. We must take responsibility for the bad so we can revel in the glory of a job well done.
