New patient conversion is one of the hottest topics that I get asked about from other practices, especially those that are dealing with self-referring patients, or they are selling high-valued procedures. And more so, how to handle the various objections that prospects throw at them during their sales process.
I get asked quite often…”What is the hardest objection?”, and what I tell them, is that the deadliest objection of them all; is the silent objection.
It's the one that you don't even know about because the prospect hasn't verbalized it, and they are keeping it close to their chest. What makes it so deadly, is that unless it is addressed, they will not be going ahead with you.
But how can you address it, without even knowing what it could be?! As an effective practice manager or patient coordinator, it's something that you need to get really good at unearthing.
In this episode, I’m going to show you how to handle this objection very cleverly. Handling this objection will help you to improve your new patient conversion rate dramatically.
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