Healthcare consultation skills: The Top 10 Sales Questions
To elicit strong dominant buying motives or emotional responses from our prospects, we need to ask powerful discovery questions.
The top 10 sales questions that I suggest you ask in every phone call/consultation are:
These discovery questions will consistently show what you need most from every discovery stage of any consultation:
- The problem
- How the problem affects the person’s life
- The dominant buying motive
- The past pain
- The future gain
- The concerns
- The timing
(NOTE: Want to see how your practice marketing measures up against the best in class? Take this 5-minute quiz to see how you stack up in the 9 areas of practice marketing and get specific tips and advice on how you can improve your weak points and better leverage your strengths).
To summarise, the discovery is the most important part of any sales presentation. Because it’s the discovery that tells us what’s important to our particular prospect, and if done correctly, the very act of listening will build a great bond of trust between our prospect and us.
It is that bond that makes our prospect feel safe enough to divulge their first-level, second-level and third-level buying motives, and tell us what their true objections are.
If the trust is good enough, our prospects will feel comfortable enough with us recommending a particular product or service that will meet their needs.
Soon, we’ll look at what to do with those tougher customers, the prospect that blocks us in the survey and doesn’t give us the information we need. Or, what to do when we just simply can’t find a Dominant Buying Motive. In our training, we spend a lot of time role-playing these questions, and sharing what the answers mean with participants so they can use these answers to better solve their prospects problems.
About the author
Founder & Fractional CMO
Rod co-founded LiveseySolar and acts as a Fractional CMO for our customers. He’s on a mission to help transform the lives of 10,000 people through vision correction surgery by 2024. To achieve that, he inspires his customers to make confident decisions that will help 50,000 people take the first step towards vision correction.
Meet our Founders
Founder & Fractional CMO
Rod co-founded LiveseySolar and acts as a Fractional CMO for our customers. He’s on a mission to help transform the lives of 10,000 people with vision correction surgery by 2024. To achieve that, he inspires his customers to make confident decisions that will help 50,000 people take the first step towards vision correction.
LiveseySolar completely transformed the way we were approaching this… We’ve gone from having just the dream of having a practice to having a practice up and running with people making inquiries and booking for procedures… It’s extremely pleasing. We feel lucky we connected with LiveseySolar.
— Dr Matthew Russell, MBChB, FRANZCO, specialist ophthalmic surgeon and founder of VSON and OKKO
Founder & CEO
Laura Livesey is the co-founder & CEO of LiveseySolar. She has developed powerful refractive surgery marketing systems that increase patient volumes and profits for doctors, clinics, and hospitals, since 1997.
Rod and Laura know as much about marketing surgery to patients as I know about performing it. They are an expert in the field of laser eye surgery marketing. They know this industry inside out. I believe that they could help many companies in a variety of areas including marketing materials, sales training and marketing support for doctors.
— Prof. Dan Reinstein, MD MA FRSC DABO, founder of the London Vision Clinic, UK