3 secrets that can help you boost residual income… with your patients‘ blessing!

In this hard-core article, Patrick Valtin presents vital principles of selling as it applies to chiropractic. Recognized as an international expert in sales strategies, Patrick Valtin has held hundreds of lectures on the subject of bringing more patients to the practice. Here, he presents how you can help patients view nutritional supplements as a natural and needed complement to chiropractic service – hence sensibly increasing residual income…without pushing!
 

You think your first mission is to handle a body misalignment? Or to take care of your patient’s back ache that has been killing him or her for years? Think again… the patient who arrives at your practice believes one thing: you should be more able to handle his pain than pills and drug prescribers! You might not realize it fully, but your image, from a patient point of view, is high – no matter their attitude or manners toward your service.

Do you know what people instantly respond to? Your willingness to help, your desire to understand! Rest assured: you don’t need to transform your table into a couch… You have the tools and the products to help, besides your hands-on intervention.

For example, do you have nutritional or supplemental products in your practice? What portion of your income do they represent? The average in the profession is 4%. Let’s assume these products are good. Let’s assume you believe in them.  Why don’t you sell more of them? Well, the classical answer is: I don’t like to sell. Or: I don’t like to push. I am a technician, not a salesman…

There are a lot of wrong opinions about this wonderful passion that selling is. If you look at the old definition of the word, you will realize that it had originally ONE meaning: to help. Then about one thousand years B.C. that definition was modified and its new meaning became “to cheat” or to betray.  Check the definition in a good dictionary…

My purpose in this article is to share with you the results of 20 years of observation, work and experience in the field of sales strategy. I had a chance to evaluate and train more than 40,000 sales professionals in 27 countries. The areas of expertise of these people were extending from computer systems to industrial equipment or consumer products… and chiropractic medicine.

Observing and working with these people led me to detect progressively the attitude and behaviors of those who were much more successful than others. I was very interested to find out if one could define a routine “pattern” or “technique” used by top sales people in their approach. What are these top professionals doing that others are not? What tricks or what magic are they using that makes the customer or patient want to buy from them?

My conclusion was that selling had nothing to do with “special techniques” or any magic. The fact also that “one needs to be born a salesperson” in order to succeed proved very wrong in my own observations and evaluations. What follows is just a snapshot of these observations. See how it can apply to you.

Click here to continue: What do you start with?

Topics: Selling Tips | No Comments »

Comments

Name (required)

Mail (will not be published) (required)

Website

« 1. Selling Does Not Start With Your Chiropractic Skills or Your Supplements | Home