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Convincing patients to take your advice
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  1. Convincing patients to take your advice Gyl A. Kasewurm, AuD St. Joseph, Michigan

  2. Greatest Opportunity

  3. Biggest Obstacle

  4. Average audiologist convinces ____% of patients to purchase amplification • Less than 50% • More than 50% • 73% • Never been calculated

  5. Build Rapport • Identify Needs • Present Solutions • Address Concerns • Close

  6. Presenting Solutions • Features • Describe characteristics of product • Advantages • How the feature works or what it will do • Benefits • What this particular product will do for the client

  7. Overcoming common objections • There are five commons objections to getting hearing aids.

  8. I don’t think my hearing is bad enough

  9. I can’t afford it

  10. I want to think about it

  11. I have to talk to my spouse

  12. I am going to check around

  13. Put patient in the driver's seat

  14. Show – Don’t Tell • Demonstrating need for amplification • Demonstrating benefits of better hearing (Include family) • Illustrating benefits of directional microphones

  15. Hearing instruments must provide value in 70% of listening situations to attain 80% or higher overall satisfaction. • Kochkin, Sept 2007 Hearing Journal

  16. Illustrate Handicap • Speech testing • Discrim words presented to the patient at 40dB HL with 3rd party listening

  17. Demonstrate Benefit • Discrim words presented at 40dB HL in the aided condition • Aided – unaided = Benefit from amplification

  18. Key Points • Rarely take “no” for an answer but always ask • Focus, focus, focus • Everything is an opportunity • Be passionate and enthusiastic • Be a good listener

  19. Don't ever hard sell. Solve problems. Satisfy wants. Do what is truly best for your patient.

  20. F A B • Features • Describe characteristics of product • Advantages • How the feature works or what it will do • Benefits • What this particular product will do for the client

  21. Why Do Hearing Aids Cost So Much?? • The Inevitable Question….. • Research and Development • Miniaturization • Production requirements • Technology improvements • Limited market

  22. Never judge a person’s ability to consume!

  23. Marketing YOU! • Creating a Wealthy Spirit • Chellie Campbell

  24. gyl@prohear.net