If you want to get better at selling, you must do it more often. Like anything else, the more often you do it, the better you will get at it.
I’m Not A Salesperson
Even if you think you’re not a salesperson, and I know podiatrists and other healthcare professionals say they do not like to sell, unfortunately, if you want your patients to follow your advice, you need to be able to communicate with them, and that is selling.
To have a patient re-appoint, you need to explain to them the importance of the next visit and why it is beneficial to them, and that is selling.
Your Beliefs
Often people will say they do not like selling because of their beliefs. They may believe that salespeople are sleazy because this is what we are shown on television and in movies, and we feel sorry for the person who was sold something they did not need.
Or, you may have bought something yourself and afterwards had regrets and felt you go sold-too by the salesperson, but in reality, all they did was deliver the information, and you decided to say yes or no. You cannot blame them for your decision.
It Should Sell Itself
I heard people say that if a product or service is good enough, it should sell itself, but how can orthotics, laser treatment or shockwave therapy sell itself unless you explain the benefits of the treatment first?
Selling is about professionally delivering information, explaining the next steps, and then letting the patient decide if it’s for them. This is the only way a product or service can sell itself.
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