Five Ways To Create Rapport With Patients
People behave in pretty predictably unpredictable ways theyre very emotional. Most sales decisions are made on an emotional connection. Rapport established early on is critical. Learn how to connect with people.
1. Create strong emotions
People buy on emotions than justify with facts. Feelings like trust, love and fear are powerful motivators for all people. Focus on the patient feeling great, stopping your pain, and loving the results. You connect first with people on a emotional level before any of the facts make any difference.
2. Trust + Comfort = Rapport
You dont buy things from people you dont like. Until you get trust and comfort established you cant move forward. People need to feel comfortable and the environment plays heavily into this. Trust is based on how well you communicate - often during the first 30 seconds of meeting someone.
3. Use peoples names
Its courteous and flattering when people remember your name. Use the in front of you schedule and make sure you know and use the patients names. its your favorite thing to hear - your own name.
4. 30 Second Rule
The initial impression is so powerful and can be so good. A lot of times the first impression of a practice is the telephone. The first 30 seconds of your interaction with a potential patient creates 50% of the trust and rapport youre trying to achieve.
5. Your emotional level dictates their emotional level
Amazing! Spectacular! People love enthusiasm. You can bring people up with your emotional level and happy and excited are the feelings you want in any sales process! Have fun and get excited about what you do. Everyone else will too.
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Three Reasons Everyone At Your Practice Should Be A Great Salesperson
1. Sales skills are life skills. Robert Louis Stevenson said, Everyone lives by selling something and its true. Plumbers sell plumbing. Doctors sell medicine. Your employees sell their time. A skill in sales directly correlates to more income. People pay you what you negotiate and negotiation is part of your skill in sales. Sales is something you learn and can get better at. Improving sales skills causes you to sell more or get paid more for whatever you do or make. 2. Sales skills are relationships skills People that are good sales people tend to quickly forge relationships and connect with you on an emotional level. There are learned skills that let you create rapport much more quickly than people without training do - this has huge value. 3. Sales skills are communication skills