All posts relating to handling patients in consultations, at appointment or during face-to-face sales interactions (not case studies)

Communication Skills: 9 Tips for Listening like You Care

Communication Skills: 9 Tips for Listening like You Care Effective and empathetic listening is one of the most important communication skills we can master to become a rockstar communicator. When people feel they are really being listened to, it makes it easier for them to [...]

Communication Skills: 4 Tips to Stop Interrupting

How to Win Anyone over with Rockstar Communication Skills: 4 Tips to Stop Interrupting Sometimes people have problems with interrupting others. With constant interruptions, effective communication is almost impossible. When we interrupt someone, it usually means we are not listening to them properly in the [...]

Emotional connections are essential for customer relationships

Emotional connections are essential for customer relationships Emotions are often avoided in a business setting. Most businesses are built on logic and emotions which are difficult to control and measure are often ignored or treated as an inconvenience, rather than something that can be taken [...]

Understand and leverage human motivation through two concepts: Part 2

Understand and leverage human motivation through two concepts: Part 2 Having discussed the Past Motivating Incident (the incident that compels prospects to take a buying action like making an enquiry) in an earlier post, I wanted to share the other side of the coin with [...]

Understand and leverage human motivation through two concepts: Part 1

Understand and leverage human motivation through two concepts: Part 1 I believe that good selling isn’t about convincing or persuading people to do things that they don’t want to do. Instead, good selling is about removing obstacles that are stopping people from doing the things [...]

Healthcare Consultation – Objections: measure twice, cut once

Healthcare Consultation - Objections: measure twice, cut once I believe that that best way to overcome an objection is to listen deeply to what is behind the objection before you answer it. In the heat of the moment, this is easier said than done. But, [...]

Healthcare Consultation – The weakest link in the private health sales chain

Healthcare Consultation - The weakest link in the private health sales chain Ok, it's my turn to play Anne Robinson for a moment... Imagine for a moment that your private health practice is a chain that the patient needs to pull to get their hands [...]

Healthcare Consultation Skills: Establishing your credibility and authority

Healthcare Consultation Skills: Establishing your credibility and authority During the practitioner's component of the consultation, the clinician will conduct an examination, overcome objections, perform a credibility statement, and trial close the patient. In this way, the practitioner can perform all the necessary sales functions in [...]

2016-10-28T10:27:52+01:00By |Categories: Step 3: Closing first appointments|Tags: , , , |Comments Off on Healthcare Consultation Skills: Establishing your credibility and authority

Healthcare Consultation Skills: Handing over patients to specialists for the examination

Healthcare Consultation Skills: Handing over patients to specialists for the examination Now that we have examined the goals, components and examples of a good confirmation statement, let’s briefly discuss how these confirmation skills can be effectively used throughout the rest of the sales process. Most [...]

2016-10-28T10:27:52+01:00By |Categories: Step 3: Closing first appointments|Tags: , |Comments Off on Healthcare Consultation Skills: Handing over patients to specialists for the examination