Delivering world-class consultations is within your reach

Sometimes I wonder why anyone ever gets into the private healthcare business at all.

Healthcare businesses are extremely challenging enterprises. Imagine a business where marketing is fraught with uncertainty because the targets are almost impossible to identify. Often, they are fearful of raising their hands because it shouts out “something is wrong with me!”.

Differentiation is a massive challenge, because it relies on a customer understanding the differences between one medical offering and another. Understanding these competitive differences requires information that is often difficult to assess and compare, and in some cases, customers don’t even want to know.

Even worse, when customers do finally jump the hurdles, landing in front of you for consultations, they are often seized with fear associated with the help they seek. This fear triggers closure, self-protection, and in some cases, defensiveness.

This doesn’t happen the same way in other industries. And you’ve never been trained to deal with it.

Here is some good news for you.

I’ll be delivering a very rare MasterClass at ESCRS 2014 in London on Saturday, September 13th, 2014.

Limited to the first 50 registrants (maximum 2 from each business), I’ll share the distinctions of world-class consultations for today’s sophisticated refractive surgery buyer in this very rare workshop.

You will learn how to greet and warm-up patients, communicate their intentions, and perform an in-depth discovery, enabling them to uncover the true emotional reasons behind their patients’ interest in refractive surgery.

I will discuss the psychology of buying decisions, introducing concepts like “Dominant Buying Motive”, “Past Motivating Incidents” and “Future Motivating Events”, and much more.

Throughout this fast-paced, interactive and entertaining workshop, participants will learn a proven consultation process enabling “non-salespeople” to continually increase consultation conversion rates whilst delivering world-class customer service.

Registration will open soon through the ESCRS website, and we’ll keep you posted on how to do so when the time comes.

Seminars I’ve presented at this event in the past (Paris, Milan, Vienna, and Frankfurt) have been regularly standing room only with over 100 seats in the room.

Be ready, because spaces will go very, very quickly.