Neuropathy Care
Sales Assessment Results by Dominique Giesen
76
Professional Closer
10 questions
Maximum score: 100
Completed in
Your performance is commendable, showcasing a solid understanding of customer needs and a consultative approach in your responses. You excel in building rapport and addressing objections, particularly when you share success stories and highlight unique aspects of your treatment plans. However, there's a consistent pattern where you could deepen your engagement by asking more probing, open-ended questions. While you effectively communicate information, simplifying your messages would enhance clarity and impact, ensuring your prospects grasp the value you're offering without feeling overwhelmed.
To elevate your skills even further, consider honing your ability to simplify complex messages and utilizing more open-ended questions to foster deeper conversations. Both of these techniques will not only clarify your offerings but also encourage your prospects to share more about their needs, leading to stronger connections and better outcomes.
Remember, in sales, less can often be more. Focus on making your communication succinct and engaging. This isn't just about selling; it's about creating a dialogue that resonates and establishes trust. Keep pushing your limits—you're on the right track, but the highest peaks are still ahead!
Question Breakdown
1.
6
/ 10Question:
"I'm worried about how this will fit into my monthly budget with all my other expenses."
Answer:
I completely understand. Do you have a monthly budget that we can aim for this care plan? We want to make this as easy and affordable as we can. If you have a range that we can work within, I am happy to adapt the plan to fit into that. We have a lot of flexible options to help make lower monthly payments. We work with Care Credit and Synchrony to help finance for patients with a 24 month interest free grace period.
Feedback:
Your response effectively acknowledges the prospect's concern about budget, which is crucial in building rapport. However, you could enhance your answer by exploring their specific needs further and asking more open-ended questions about their current financial situation. While you mentioned financing options, providing more detail about how these options can specifically address their worry would strengthen your value proposition. Overall, consider being more consultative by asking probing questions to ensure you fully understand their financial constraints before proposing solutions.
2.
8
/ 10Question:
"I need to make sure this treatment doesn't disrupt my daily routine; how long is the recovery process?"
Answer:
Great question. Due to your severity level of phase 3 nerve damage in both feet, we are looking at a timeframe of 12-18 months for optimal resolution. We will start with the homecare and how to make it an easy transition for you to incorporate it into your daily routine. Do you have a 30 minute window of time in the morning that you could do one of your treatments? ...And how about 30 minutes in the evening sometime before bed? We just need those 2 windows to get started on your homecare portion. For the first 12 weeks we will have 1 visit in office that will be 45 minutes. We have flexible after work times to get those appointments in for you. Do you have a day of the week that would work best for those? We will stick with that same day and time to make it simple to remember. There is going to need to be a commitment to care on your end to do these treatments, but we want to make it as easy as possible.
Feedback:
Your response is well-structured and addresses the objection regarding the disruption of daily routine effectively. You provide specific timeframes for treatment and incorporate a collaborative approach by asking open-ended questions about the prospect's schedule. This fosters a sense of partnership in the process. However, consider briefly emphasizing the long-term benefits of this commitment to motivate the prospect as they assess the time investment. Additionally, reinforcing the flexibility of the in-office visits could further alleviate any concerns about disruption. Overall, you're on the right track with clear communication and a solution-focused mindset.
3.
8
/ 10Question:
"I've tried similar treatments before and they didn't work for me; what makes this one different?"
Answer:
Remind me of the treatments you have tried before and how long you did them for? ... And that is what we hear a lot from patients of other approaches. We are looking at a unique combination of a few treatments you have done, in addition to other treatments that would be brand new to you. For example, you have not had softwave therapy before, which we use to trigger stem cell production and get a rapid healing response to help aid in the healing from other treatments as well. You also used the ReBuilder for a short 3 months and with your severity we are looking at a timeframe of 12-18 months for the active care plan. Our patient results is also what sets us apart from other clinics. When patients follow their treatment recommendations we see a 96% success rate. This means patients have noticeable symptom reduction as well as objective testing results of improved nerve function. This would get you back to sleeping throughout the night and being able to do your daily walks again.
Feedback:
Your response does a great job of engaging the prospect by asking them to share their previous experiences with treatments. This demonstrates active listening and curiosity, which is vital in understanding their concerns. You effectively highlight the unique aspects of your treatment plan, particularly the introduction of softwave therapy, which they haven't tried before. Mentioning the 96% success rate is a strong value proposition that can instill confidence in your solution. However, consider simplifying your message slightly to ensure clarity and impact, as the response is quite detailed, which may overwhelm the prospect. Additionally, it would be beneficial to address the emotional aspect of their past experiences more directly, reassuring them that you genuinely understand their frustrations. Overall, you're well on your way to building rapport and establishing trust.
4.
8
/ 10Question:
"Can you explain how this will actually improve my quality of life in the long run?"
Answer:
Absolutely. What we have seen in other patients is significant improvement in their quality of life as we bring the nerve function back to normal with our approach. We see people get off their pain medications, get back to doing their daily exercises, have improved sleep, and in your case of balance issues, we see patients regain their balance abilities. I think of a patient case very similar to yours, Chuck came in with a walker and not confident in his capability to walk up and down stairs, he had phase 3 nerve damage like you and after 13 months of being committed to his care he is now walking without assistance, and feels confident to go on his stairs again. It is crucial to us that we set functional goals to achieve with you. I am confident in the care plan we set for you that your quality life will improve drastically.
Feedback:
Your response does a commendable job of addressing the concern by providing specific examples of how treatment has positively impacted other patients, which helps to establish credibility. The story of 'Chuck' is a powerful testimony that not only illustrates potential outcomes but also evokes an emotional connection. However, while you emphasize improvements in various areas such as pain management and balance, consider making your explanation more succinct to maintain clarity and focus. Additionally, it would be beneficial to directly relate these improvements to the prospect's personal goals, enhancing the sense of personalization. Finally, ensure you leave space for questions or concerns they may have, inviting further engagement. Overall, you're on the right track in conveying the potential long-term benefits of the treatment.
5.
8
/ 10Question:
"My family has concerns about the ongoing costs; can you help me understand the overall value?"
Answer:
Yes, of course. I totally understand this is a big investment in your health, let me break down what this includes. The value starts by us addressing the underlying cause of your symptoms. We will be regenerating your nerves that have been damaged from your diabetes. We will help increase your blood flow and circulation to help aid in the healing process. Last but most importantly, we will be improving your quality of life by getting those nerves back online so that you can get back to walking your 3 miles everyday and not having to worry about the burning pain in your feet. The overall value comes from having a game plan in place specific for you and being a partner in your journey over the 7-9 months for optimal resolution. We have been fortunate enough to help over 11,000 people that were suffering just like you here at Asuta Health.
Feedback:
Your response effectively acknowledges the prospect's concern about ongoing costs and emphasizes the value of the treatment. You clearly outline the benefits, such as nerve regeneration and improved blood flow, which are essential for their understanding of the treatment's impact. Additionally, highlighting the partnership aspect of the care process fosters a collaborative relationship. However, consider providing more specific examples or data that quantify how the investment translates into long-term savings or improved quality of life, which would further clarify the overall value. Simplifying your message slightly could also enhance clarity. Overall, you are on the right track in communicating the treatment's advantages and addressing financial concerns.
6.
7
/ 10Question:
"How will I know if this is the right decision for my specific neuropathy condition?"
Answer:
I would not be recommending this care plan if I did not think that this was the right plan for you. We have comprehensive consultation and exams to determine if we think you are a good fit for what we do here at Asuta Health. I actually have a patient with very similar test results and symptoms as you. We are half way through her care plan and she has already made improvement down to 10% nerve damage in her right foot and 12% in the left foot, after starting with 60% like yourself. I had similar recommendations as to you care plan and am confident this plan will help you get back to work with having pain free feet.
Feedback:
Your response demonstrates confidence in the care plan and reassures the prospect that a thorough assessment process is in place. Mentioning the similar case of another patient provides a relatable reference, which can help build trust. However, to enhance your answer, consider engaging the prospect more by asking questions about their specific concerns or symptoms. This will allow you to tailor your response further and show that you are listening to their individual needs. Additionally, briefly outlining the steps involved in the consultation process could help clarify what they can expect, boosting their confidence in your approach. Overall, your message is positive but could benefit from a more interactive and personalized approach.
7.
7
/ 10Question:
"There's a lot of competition in this space; why should I choose your solution over others?"
Answer:
We have a unique approach with coming at the body and aiding in healing with multiple avenues of care. We have been fortunate to have helped over 11,000 people that have suffered with neuropathy with 96% success rates. What that truly means is giving people their lives back. Getting people to return to their daily activities since their pain no longer prevents them from doing things. We pride ourselves on being patient centered and being partners in this journey with. Are there any specific concerns with the care plan I have set forth for you?
Feedback:
Your response effectively emphasizes the uniqueness of your approach and the impressive success rates, which can instill confidence in potential clients. Highlighting the number of patients helped adds credibility and showcases experience in the field. However, consider being more specific about what differentiates your treatment from competitors. For example, you could mention any innovative techniques, personalized care plans, or additional services that set you apart. Additionally, your closing question invites further discussion, but ensure that it is phrased to encourage the prospect to articulate any concerns they may have, enhancing engagement. Overall, your message is strong but could benefit from additional clarity on differentiation.
8.
8
/ 10Question:
"What kind of support will I receive after purchasing?"
Answer:
Great question. You will have 2 phenomenal cheerleaders in myself and Melissa that will help you reach your goals and answer any questions or concerns that you may have along the way. We get to bounce ideas off our 3 other clinic locations and their staff members if we don't have the answer right away. We also have an app you can download on your phone that has demonstration videos on homecare, exercises, recipes, and much more that can also help. Do you have any specific concerns that I can help address? Your success in getting your life back is our top priority.
Feedback:
Your response effectively highlights the support structure in place, showcasing your commitment to the prospect's success with the mention of yourself, Melissa, and the collaboration among clinic locations. The introduction of the app as a resource adds a modern and accessible element to your support offering. Additionally, your closing question invites further engagement and shows your willingness to address any specific concerns, which is great. However, consider emphasizing the personalized nature of the support, such as how you will tailor your assistance to their unique journey. A brief mention of specific types of support you might offer, like regular check-ins or progress assessments, could further enhance the prospect's understanding of the ongoing support they can expect. Overall, you’re on the right track in communicating the value of the support provided.
9.
8
/ 10Question:
"Is there a risk of this treatment not being compatible with my current medications?"
Answer:
Great question. We have many patients who are on your same medications and have actually been able to back off their medications due to our treatments helping them heal. There are not risks of treatments with your medications that we can see. The biggest complications are with those with pacemakers or defibrillators that have an electrical piece to them, as our treatments will have some doses of electrical currents. We screen those concerns on our intake forms and have our providers double check, so you are in the clear.
Feedback:
Your response effectively addresses the prospect's concern regarding medication compatibility, which is crucial for building trust. By mentioning that many patients on similar medications have benefited from your treatment, you provide a reassuring reference point. Additionally, acknowledging the specific risks associated with pacemakers or defibrillators demonstrates your thoroughness and commitment to patient safety. However, consider emphasizing the proactive steps taken to ensure safety, such as the screening process and double-checking by providers. This could enhance the prospect's confidence further. Finally, it might be beneficial to invite any additional questions or concerns to keep the conversation open and engaging. Overall, you communicated clearly and provided relevant information, but there’s room for more engagement.
10.
8
/ 10Question:
"I need to consult with my partner first; can you give me material to help explain this to them?"
Answer:
I am happy to make copies of the care plan for you to share with them. I don't expect you to be able to cover everything we reviewed today in detail with them. I would love to find a time to have you come back and bring your partner with, so that I can help answer any additional concerns or questions they may have. It is so important to have a support system through this and to have someone who really understands what you are going through and what it will take to get you better. Is there a time in the next few days to get you both in?
Feedback:
Your response effectively acknowledges the prospect's need to consult with their partner, showing understanding and respect for their decision-making process. By offering to provide copies of the care plan, you deliver tangible support that can help facilitate the conversation. Additionally, your suggestion to schedule a follow-up meeting with both the prospect and their partner demonstrates a commitment to addressing any further questions collaboratively, which can foster trust. However, consider briefly highlighting specific aspects of the care plan that might be particularly relevant for discussion, which could further aid the prospect in explaining it to their partner. Overall, you are building rapport well and encouraging a supportive environment for decision-making.