Chiropractic protocols, software and coaching
Sales Assessment Results by Brent Weldon

"I'm concerned about how your software will integrate with our existing systems, especially since our current setup is quite complex."

This is a very common concern that many of our other clients faced before joining our program. Our program does not require software integration and works in unison with your processes already in place. We enable practices to simply add our done for you protocols, systems and processes around what you have in place for a seamless adoption in your practice.

The response effectively addresses the concern by acknowledging that integration issues are common and reassuring the prospect that their existing systems will not be disrupted. However, it could improve by asking more probing questions to fully understand the specific complexities of the prospect's current setup, which would demonstrate curiosity and promote a collaborative approach. Additionally, while the tone is generally appropriate, it lacks a bit of personalization that could help build rapport. A closing technique, such as a summary of benefits or an invitation to discuss their specific needs further, would enhance the response. Overall, it's a solid attempt but could be more engaging and tailored. Score: 7

"The costs associated with your chiropractic coaching seem higher than what we budgeted for this fiscal year."

I understand that, it can be difficult to budget without understanding the return of investment you may receive. Have you invested in coaching before and what was your experience with that? Did you go with the cheapest option or the highest? Were they a reputable company with proof of success? We’ve spoken to many clients that did not receive the results promised when investing into coaching programs which is frustrating. However, we are not the cheapest program and it can be difficult to master but if you commit and follow our systems through all the obstacles, you will get the results you desire. How far off are from your budget are we so we can help solve that problem? Are you spending money on marketing? Our first strategy is to utilize your current patient base and start marketing internally to build more revenue to invest into external marketing. Would you be opposed to transitioning some of your budget from marketing to allocate for coaching to make the most of the leads you’ve already generated?

The response effectively acknowledges the objection regarding costs, which is a good start. However, while the salesperson attempts to explore the prospect's past experiences with coaching, the questions could be more focused on the specific value and outcomes associated with their program rather than comparing options. There is a clear emphasis on the importance of commitment to the program, which aligns with a solution-focused approach, but it could benefit from more explicit value exploration by detailing potential ROI and success stories. The closing question about budget flexibility shows curiosity and a collaborative spirit, but it could be clearer how reallocating marketing funds specifically benefits the prospect. Overall, the tone is appropriate for the industry, and there is a good mix of empathy and assertiveness. Score: 7/10 for addressing the concern and engaging the prospect, but it lacks some clarity in demonstrating unique value and outcomes.

"Before committing, I need to understand how you support ongoing training for our staff after implementation."

Ongoing training for staff is a very important piece of our program. Is there any specific training that is most important for your staff? You will have unlimited coaching calls, a personal account manager, masterminds every Tuesday, online training for each position of your staff and live in person events 3 times a year. Our online training is available to staff 24/7 with step by step videos to ensure clarity on what needs to be learned along with certifications and one on one training with a specialist at each position. The coaching calls are 1 on 1 with our practicing doctors that set clear objectives prior to the meetings to be efficient and address what is most important to you. Masterminds are given on various topics each week to continue honing your skills. The in person event are small groups that involve role playing and sharing experiences amongst the community of other doctors to hone your skills. Your personal account managers will constantly be in contact with you, holding you and staff accountable and gain feedback on the areas that we can help you with. Does that sound like the training you are looking for?

The response effectively addresses the prospect's concern regarding ongoing training by providing a comprehensive overview of the support offered after implementation. However, it could have benefitted from a more structured approach by first acknowledging the importance of the prospect's question and then outlining the training programs in a more concise manner. The closing question, while good, could be more open-ended to encourage further discussion. Overall, the tone is appropriate for the industry, and the response demonstrates a solution-focused approach, but it lacks a bit in curiosity and discovery by not probing further into the specific needs of the prospect's staff. Score: 8

"We've had a previous bad experience with similar solutions; how can I be sure this won't be the same?"

We’ve had many other clients that have experienced the same in the past. You can never be sure that our program will be any different without experiencing it. Did your past experience involve a team of coaches or just one coach? What were some of the issues you faced with other groups? The best way I can explain how we are different is our accolades and reputation of helping over 2,000 doctors while making the Inc 500/5000 list the last 4 years in a row. Our growth is only defined by the success of our clients which is why there is no other competitor to reach those achievements. Our vast resources and experience over the last 8 years has enabled us to find solutions. You have the systems, the process, protocols and access to our resources including 9 different coaches that are actively in practice which no other program offers. We won’t be the same because our program is unlike any others out there. Our clients on average grow their practices by 50k per month within 6 months of joining. If we could get you those results, how would that impact your life?

The response effectively addresses the objection by acknowledging the prospect's past experience and asking follow-up questions to understand their specific concerns. However, the initial statement about uncertainty could be rephrased to instill more confidence. The mention of accolades and client success is a strong point, providing social proof and demonstrating value. The closing question about the impact of potential results is a great way to engage further and explore the prospect's motivations. Overall, while the response is solid, it could benefit from a more optimistic tone in the opening statement and clearer articulation of how their approach directly mitigates the prospect's concerns. - Effectiveness in addressing the concern: Good - Clear communication: Mostly clear, but could improve tone - Closing technique: Strong - Solution-focused approach: Good - Curiosity and Discovery: Good - Active Listening: Good - Value Exploration: Strong - Collaborative Approach: Strong

"I'm not convinced that the benefits of your protocols are worth the investment right now; can you clarify the ROI?"

Most of our clients can’t believe the ROI either because it is not common in the chiropractic profession. Chiropractors are use to pay per visit which is low value per patient and life time value. What is the ROI you are hoping to achieve? Our protocols give you more value to add to each patient that comes through your door whether it’s metabolic, neuropathy or knee pain. These patients are already trying to get treatment for those conditions, why not offer it yourself. The average chiropractic patient visit is $36 while our clients average visit is $700. We do this by adding our protocols on top of the chiropractic services you’re already offering. Our docs start with adding a $3,000 metabolic care plan to a chiropractic patient they are already seeing. 7 out of 10 people are obese or overweight so the opportunity is there but most do not offer it. Of that $3,000 you are profiting $2,200 PER PATIENT. Do you think you could sign up 10 patients a month? If you did which most do, that would increase collections by $22,000. Is that the ROI you are looking for?

The response effectively addresses the concern about ROI by providing concrete numbers and examples that highlight the financial benefits of adopting the protocols. The communication is clear and aligns well with the chiropractic industry's focus on patient value and profitability. The question about the specific ROI the prospect is hoping to achieve is a good way to engage them and tailor the conversation further. However, the initial mention of disbelief from clients could come off as dismissive; instead, fostering a more empathetic tone would enhance rapport. Additionally, while the response includes a closing question, it could benefit from a stronger assumptive close to encourage a commitment. Overall, the explanation of how the protocols add value is solid, but a slightly more collaborative and curiosity-driven approach could improve the response. Score: 8

"There are several competing products on the market; what makes yours stand out in terms of reliability and quality?"

You should always compare products before making an informed decision and we can appreciate that. Our reliability and quality stands out in many ways including our 8 years experience in this market. Our program was built for chiropractors by a chiropractor which shows we understand the struggles of chiropractors. Our growth and achieving the Inc 500/5000 list the last 4 years shows quality and reliability. It shows we are growing the community and the quality of our program proves that as well. We have 100s of Doctor testimonials, case studies and patient testimonials that prove our systems, and our protocols work. Social proof builds trust with our community of 2000 doctors and our patient testimonials show the protocols are effective. How important is it for you to have 2,000 other doctors to share experiences with while using a program like ours?

This response effectively addresses the objection by highlighting the company's experience and credibility in the chiropractic space. It communicates reliability and quality through experience, social proof, and community engagement. However, it could benefit from a more direct comparison to competitors to enhance its competitive edge. The closing question is engaging and invites further exploration of the prospect's needs. Overall, the tone is appropriate for the industry, and the response demonstrates active listening and value exploration, though it could be more solution-focused. To improve, consider including specific metrics or results from testimonials to quantify the value proposition further. Additionally, a clearer mention of how your product specifically addresses common pain points compared to competitors could strengthen the argument. Overall, a solid response with room for slight enhancement.

"Our team is currently focused on a different project; I’m not sure we have the bandwidth to take on something new right now."

I understand, most of the time we feel there is no more room to make changes because of how busy things get. What is the other project that you are working on? What is the timeline of completing that project? There is never a perfect time to make changes but if you don’t, it won’t change where you are at currently. Being busy just means that you could improve your systems and processes to be more efficient, would you agree? If we could help you be more efficient and less busy while maintaining a high performing practice, would that be ideal? We have done this for high volume, super busy practices that felt the roofing caving in. It is a challenge but in the long run, would it help you?

The response does a fair job of acknowledging the prospect's concern about bandwidth, which shows some level of active listening. However, it lacks a clear structure and could benefit from more direct engagement with the prospect's current project and its implications. While the follow-up questions demonstrate curiosity, they could be better framed to encourage dialogue, particularly by exploring the impact of their current project on their overall goals. The statement about being busy leading to potential inefficiencies is a solid point, but it could be more effectively tied back to the specific value your solution offers. Additionally, while you hint at past successes, providing a brief example or specific metrics could enhance credibility and showcase value more effectively. Overall, there's a collaborative tone, but it needs more clarity and a stronger focus on the prospect's needs and how your solutions align with them. This response scores a 6 out of 10 for these reasons.

"There are stakeholders in our organization who are resistant to changing protocols; how can I address their concerns?"

We have dealt with many stakeholders, partners and complex practices. What is most important to your stakeholders? Is there certain areas they are most concerned with? The best way to address their concerns is by breaking down the ROI and how quickly they will see it. Our program will help improve efficiency, require less staff and increase the patient value average with our additional services. Less staff, more value per patient and efficiency increases profitability. The practice will go from an average patient visit value of $36 to $360+ per patient which can 10x collections in 90 days or less. We had one client testimonial explain how he went from 40k per month to 80k per month with 90 days by adding Neuropathy. Instead of signing up 1000 chiropractic patients at $40 per visit. He could now sign up 4 Neuropathy patients at $10k per care plan to earn the same amount of collections all while reducing in patient visits by using our at home protocols and less reliance of staff in office. Do you think stakeholders would be concerned with signing up only 4 patients to make the same 40k per month?

The response effectively acknowledges the objection by probing deeper into the stakeholders' concerns, which is good practice in consultative selling. Asking what is most important to them demonstrates curiosity and a willingness to understand their perspective. Additionally, breaking down the ROI showcases a solution-focused approach, highlighting how your program can address their specific pain points. However, while the statistics and testimonial provided are compelling, the presentation could be more structured. The transition from stakeholder concerns to the ROI explanation could be smoother, and it would be beneficial to directly address potential resistance rather than just presenting the benefits. This could include discussing strategies for managing change or involving stakeholders in the process to alleviate their fears. The closing question about stakeholders' concerns is a bit leading and could be rephrased to invite more open dialogue. Instead of suggesting what stakeholders might or might not be concerned about, it could ask, "What feedback do you think they might have regarding this new approach?" This would encourage a more collaborative discussion. Overall, this response demonstrates a solid understanding of the importance of addressing objections and providing value, but it could enhance engagement by inviting more discussion and addressing change management directly.

"You mentioned customization options, but how flexible are these when it comes to our specific needs?"

Customization is very important and crucial for success. What are the specific needs that your practice is looking to address? How long have you tried to establish those specific needs? The way we address customization for patients is by our health surveys each patient is required to take. The surveys are a series of questions we’ve accumulated over the last 8 years that calculate a survey score that places each individual patient into a specific protocol. Once placed with a custom protocols, the patients still have options to choose based on tastes, allergies and preferences to meet each patients needs. Some practices want to add their own specific needs to our protocols which we help customize with you. This is important because our protocols are evidence based and allow for customization on your behalf to add techniques you already use. How does that fit into your concern about specific needs?

The response effectively acknowledges the importance of customization, which is a key concern for the prospect. However, it could be more concise and structured to enhance clarity. While the salesperson asks thoughtful questions about the prospect's specific needs, they could benefit from more direct engagement by summarizing how their customization process aligns with those needs. The mention of health surveys adds value but could be better tied back to the specific concerns raised. Overall, the tone is appropriate for the industry, but the response could be more focused, and the closing question could better guide the conversation toward addressing the prospect's concerns directly. Score: 7

"I'm worried about the long-term stability of your company; what guarantees can you provide about support moving forward?"

Team stability and support for the long term is very important. Can you guarantee that you will be 100% committed to this program to achieve your goals? Have you had experience in companies failing to support you long term? We can guarantee that you will receive the same support, resources and experience our 2,000 clients have received over the last 8 years to achieve success. Our experience and accolades of making the Inc 500/5000 the last 4 years shows our growth and stability as a fully remote company with little overhead. We have a growing team of 30 employees that are tenured, always adjusting and improving based on the needs of our clients. Our personal account managers have all been with the company for 3+ years supporting our doctors at every turn throughout their time with our program from implementation to success every step of the way. What would be the most important indicator of support long term with a company?

The response does a decent job of addressing the objection about long-term stability and support. It reassures the prospect by highlighting the company's track record, client base, and the stability of the team, which is important in the chiropractic industry where trust is paramount. However, while the initial question about the prospect's commitment is good for engagement, it may come off as defensive rather than collaborative. Instead of probing about their past experiences with failing companies, it would have been more effective to focus on the prospect's specific concerns and how your company can mitigate those worries. Furthermore, the closing question about indicators of support is a nice touch for discovery, but it could be more tailored to lead directly into a discussion about how your services specifically meet those indicators. Overall, the communication is clear, but it lacks a bit of warmth and connection. Score: 7/10