Issue #11 – The 7 Steps to Making the Sale | Step 6 – The Doctor Consultation

  Issue #11 – Step 6 to Making the Sale – The Doctor Consultation Once we have established rapport, reviewed the patient’s goals & needs, “built up” the doctor by highlighting accolades, reviewed the procedure exhaustively, and performed a trial close (feeling out patient timeframe, financial readiness, and handling objections), there are only two steps…

Issue #10 – The 7 Steps to Making the Sale | Step 5 – The Trial Close

  Issue #10 – Step 5 to Making The Sale – The Trial Close Once we have established rapport, reviewed the patient’s goals & needs, “built up” the doctor by highlighting accolades, and reviewed the procedure in detail, we now begin the process of scheduling the patient for surgery, even though the doctor has yet…

Issue #6 – Seven Steps to Making the Sale – Step 1

  Issue #6 – The Art of Rapport Building – Step 1 to Making the Sale: It is broadly agreed, based on marketing and sales textbooks, and decades of experience that in most industries and for most products and services, there are 7 steps to making a sale: Build Rapport Review needs & consult Share…

Issue #5 – Do’s and Don’ts During the Doctor Consultation

Issue #5 – 4 Keys to Improving the Doctor Consultation Sit Down – The first thing every doctor should do after shaking hands and looking a patient in the eye with a warm greeting is to sit down and relax. Do not approach the patient or start evaluating the probable procedure recommendation. Remember to “date before…

Issue #4 – How To Present Fees Perfectly

Issue#4 – Presenting Fees Perfectly & The Best Event Yet It was a pleasure meeting many of our over 2,500 YellowTelescope newsletter subscribers at the Annual Las Vegas Cosmetic Surgery Symposium this past month. The event was the most successful in YellowTelescope history. For those who weren’t able to attend, Dr. Epstein and the executive…

Issue #3 – 5 Quick Tips to Increase Patient Show Percentage

Issue #3 – 5 Quick Tips to Increase Patient Show Percentage One of the principal ways to gain or lose profitability within any medical practice is through patient show percentage. We at YellowTelescope have a saying that sums it up: “Nobody spends less than a no-show.” Take advantage of these simple tips and watch your…