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Yesterday, a huge reminder that I take it for granted that clinicians:
Know how to build rapport and why that's important;
Know how to listen empathetically;
Know the difference between needs, benefits and features;
Know how to confidently declare their prices;
Know how to deal with common objections;
Know how to ask for agreement to proceed.
There I go assuming.
Assuming that clinicians who work in beautifully presented and equipped practices with gorgeous branding and excellent marketing, know how to NOT drop the ball when the patient arrives.
Assuming that a well-trained TCO can pass the baton to a clinician, who can then run to the finish line.
Assumptions.
I've watched Ashley present to clinicians for 26 years and take it for granted that he knows his stuff inside out and has the experience of having delivered his programmes to over 35,000 people around the world.
Yesterday, here in Belfast, I sat at the back of the room in amazement as I saw the light bulbs popping in the heads of the 50+ delegates in the room.
I saw individuals who shared with us at the start of the day that they suffered from Imposter Syndrome and those same people confidently discussing patients' desired outcomes, suitable treatment and pricing just 6 hours later.
I shared game-changing moments as delegates suddenly realised that they has learned "how to". Expressions on faces and body language transformed in one sitting.
Just brilliant. I cannot wait for the rest of this tour.
I wonder what assumptions you might be making about the clinicians in your business?
If you are a member of The Extreme Business Community and have any clinicians who aren't yet booked on Ashley's day - get cracking.
If you are not a member of our community - get your clinicians on one of Ashley's courses.
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