Overcoming the Top 10 Patient Objections Jon Hoffenberg

Overcoming the Top 10 Patient Objections Jon Hoffenberg & Ed Syring III - Yellow. Telescope www. Yellow. Telescope. com

Background � Founded in 2008 - Yellow. Telescope hires, trains and oversees the industry’s most successful practice managers and salespeople � Average Yellow. Telescope trained employee sells over $2, 000 per year personally while maintaining over a 70% close ratio and a 90%+ show ratio. Several sell $3 -$5 million/year with over an 80% close and 95% show ratio � Last month 1 practice grew over $250, 000 over the same month the prior year � We focus on testing before implementation – shoot bullets, then cannons – the following is demonstrably effective

Behind the Cloud Ø There are only 2 real objections: ØMoney ØFear of Surgery ØThere are dozens/hundreds of Cloud Objections

The Cloud �Talk to my husband �Think about it �My timeframe has changed �I have another appointment �I want to do a bit more research �I need to get financed �I’ll save as I don’t believe in payment plans �My credit is not great �Can I get a discount? I have a lower quote �And everything else…

First, Master the Objection Cycle �Agree – regurgitate – show understanding �But/However/One Thought/An idea might be �Offer a Solution �AFTO – Ask for the Order – repeat as necessary

Quick Thoughts on the Call �As every objection is fear or money, all objections can/should be handled by phone Let them know about deposits, build urgency, get timeframe, have fierce conversations, etc. �Use LOGIC to attack irrational thought �Use the OBJECTION CYCLE to make it comfortable to do so.

Live Workshop �Make the deposit refundable �It overcomes the only incurable objection other than “no” �What can’t we overcome? No – as long as there is a “because” we are ok Them being right – the refundable deposit solves this Now let’s do some examples with just a few assumptions

Summary � Objections are “Answerable” Reasons Why Not � Make the “Answer” palatable by using the objection cycle � Use Logic to overcome the objection � Educate yourself: Download free podcast in the app store or from our site Read monthly blogs from yellowtelescope. com – sign-up now – free (and read other blogs from other companies) Attend trainings and workshops like this and YT’s annual seminar for further learning. Love sales, embrace sales Questions – email jon@yellowtelescope. com, ed@yellowtelescope. com or visit the site.