Guest Post from CloseForChiro Founder and ChiroSushi Samurai Master Dr. Daniel Bai – Enroll in ChiroSushi Samurai today!
One of my first New Patients … After looking at her, I explained the best courses of action for her. I was ready to schedule her next appointment when she suddenly waved goodbye. As she walked out your door and out of my life, I felt a little like I was dumped before the big middle school dance. What happened?
Not to digress, but I’ve always liked the movie “Total Recall” with Arnold Schwarzenegger. There’s a scene in that film where Arnold’s in a room with a bad guy. The bad dude speaks calmly as he tries to convince Arnold that he’s a good guy. Well, Arnold’s starting to buy it — until he sees a drop of sweat rolling down the man’s face. Then, of course, Arnold gets a little violent.
That scene is great for explaining sales failures. As human beings, we’re programmed to sense fear. Most of us can smell it, the way bees supposedly do. And, for salespeople, fear and uncertainty are deadly. As Arnold realized, they scream out: “Hey, look at me! I’m not honest!”
When you’re trying to persuade patients they need chiropractic, they’ll probably notice your hesitations even though you are honest. You believe in your work. The reason you seem fearful is you don’t understand sales at all.
As a chiropractor, you probably haven’t spent much time studying the fine art of sales. I totally understand. In fact, most chiropractors wing their sales presentations, and we all know what usually happens when we wing something. Ya dun F’d up A-ARRON.
There’s another danger here. Sometimes, to make up for a lack of confidence and preparation, chiropractors push people too hard. They oversell. They repeat themselves. Write that one off, you’re done.
Patients sense condescension. I know that, whenever someone talks to me that way, I leave the room faster than when Grandpa sings karaoke after Thanksgiving dinner.
The good news is that we can turn everything around for you. We’ll show you how to prepare for and close your deals. Then, just as important, we’ll teach you a winning attitude. With your new poise and conviction, you’ll get the results you want — nay, the results you deserve. You’ll never get chiseled again.
Daniel C. Bai, DC