Always Assume The Patient Will Agree!
From the moment you first meet the patient, he should be—in your mind—closed. You are already scheduling an appointment for his neighbor. It’s only logical for the patient to want to help, so why shouldn’t he close?
When asking for the close, always assume the patient will agree. Your confidence and certainty can blow indecision away.
Your attitude should reflect this confidence; physical therapy is extremely beneficial, so why wouldn’t someone do it?
As far as you’re concerned, the patient is simply going to agree with the value of physical therapy and want to help you grow your practice. Closing a patient to do this does not actually have to take a long time. If you do your job well, it doesn’t need to be a long, drawn-out process.
It may, at first, feel uncomfortable to be that direct, or tell the person what you need them to do or to ask for the referral with a very straightforward question.
That is understandable, but you must get used to it. Great salespeople have no problem doing it.
If you haven’t seen my “Attracting New Pateints” webinar, now is the time. There is a showing today. Here’s the link: