EP012: Overcoming Objections with Sachin Patel
Sachin Patel, functional medicine success coach, international speaker, and best selling author, shares with fellow practitioners key tips to deal with patients’ objections, from complaining about the cost of the treatment and how to pay it to consultations prior to making a commitment to the healing process. Listen to this podcast and find out which patients to choose and which to lose, making your practice stronger and delivering value in every step of the process.
Key Takeaways:
[1:55] When is a patient a good fit for your practice?
[2:31] What is an objection?
[3:06] Objection #1: “I can’t afford your services.”
[5:15] Your objective as a practitioner is not to make the patient save money.
[6:15] Objection #2: “It is too expensive.”
[8:43] How can you create more value in the service you are offering?
[10:30] When to offer a financing option.
[12:11] Objection #3: “I need to check with my spouse.”
[15:33] Objection #4: “I need to check with my doctor.”
[21:03] Objection #5: “Can my doctor look at these labs?”
[22:20] Objection #7: “Can I just do the lab testing?”
[23:43] Objection #8: “I will get back to you.”
[26:10] Objection #9: “How do I know if this works up?”
[26:41] Objection #10: “Will this be covered by my insurance?”
[27:33] Objection #11: “Do you charge a case fee?”
[28:45] Objection #12: “Can I go visit by visit instead of charging a case fee?”