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 a comfortable, non-threatening manner, that leverages the clinician’s authority and helps the patient advisor close the sale.
A few posts ago I covered dealing with objections, this post introduces credibility statements. Credibility statements are designed to emphasise the credibility of the clinician, after the examination and before he or she provides their findings and recommendation. This is the moment that bridges the diagnosis and the prescription so that the patient can answer the 3rd condition (why you?) relying on the clinician’s authority for leverage.
What are the 6 components of powerful credibility statements?
- Create a reason to share your story
- Explain how you found out about your clinic
- Share your training background
- Share the unique selling proposition and 3 supporting selling points
- Share what you’re getting out of the job
- Ask for questions about yourself
Making it apparent that you know what you’re doing is key. Without making the client feel comfortable in your hands the deal will not be made. Understanding your strengths and weaknesses is a great start.
Now, I’ll be getting into these distinctions in more depth in my next post.