For the patient who has a lower-priced offer from a competing doctor’s office:

  • “I completely understand that you have a lower offer. And if you don’t mind me being a little candid, you can do a lot better than the lower price you have, if price were the only consideration. The truth is there are dozens of other doctors that are even less than your lowest price. There is always something cheaper. With that said, ultimately, just like selecting your house, your spouse, and your job, selecting a surgeon is an important decision and we encourage you to select the doctor you feel will create the best and safest outcome. If that is us, then it makes sense why we are a little more costly. If it is another, select that doctor even if he is higher in price than us. So what are your thoughts based on this and if it were free, who would you choose?”

An alternative solution to the same objection:

  • “If the procedure were free, who would you choose?” “Great. And would you agree that if you prefer us over the other doctor, then it makes sense that our doctor is a little bit more money? And of all the things to spend a little bit more money on to have your number one choice, wouldn’t you say that surgery is one of them? Ultimately, Mrs. Smith, whether you choose us or the other doctor, it should not be because of who is more or less, but rather who you want to trust your body to. So how might you like to proceed?”

How to present candid and honest information in a low-key manner:

  • “Think of me as your Patient Concierge. I am here with you every step of the way to help you make this a reality if it is something you truly want and to help you make the decision to move on if it isn’t meant to be. My job is to help you get what you need to make the right decision, but definitely to help you make a decision. With that in mind…”

The power of the assumptive trial close:

  • “Assuming you love Doc and assuming prices are in the range of ___, and assuming the healing will get you back to work in a week, when would you want to have this procedure performed?”

To change the dynamic in a consultation from “information gathering” to “decision making”:

  • “Mrs. Smith, think of this consultation as our time together. We are here to help you gather the information you need to make a great decision. We have learned that a lack of knowledge and information causes hesitancy. So my job is not to convince you to say “yes,” but rather to take whatever time we need, here, today, to get all of your questions answered so we can help you make the best decision for yourself, before you go, even if that might be a “no.” With that in mind…”

Last, always remember that selling is something we do for people, not to them. By providing thorough information in an honest and ethical fashion, with pleasant persistence and consistent logic, we assist buyers as they navigate treacherous waters to identify, understand the value of, and ultimately select one of the world’s best practices for their procedures. Be proud of what you do. Master these YellowTelescope pearls – and watch your results skyrocket.