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Not all objections are based on money. For example:.
We live in a culture where talking about money is taboo. You need to determine if they are a true no-money patient or a maybe-money patient.
Maybe-money patients just have sticker shock, but they do have the funds available. This generally leads to an objection based on value:. These are often undercover no-money objections:.
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The no-companion patient needs to consult with someone else before deciding. It could be a valid objection or an excuse to get out of the appointment. Examples include:.
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Objections are typically responded to in the same way as any disagreement or challenge: fight or flight. The challenge is met or backed away from.
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The reason they are so expensive is the technology that goes into them. Backing down comes from fear of upsetting the patient or appearing pushy.
Why Won’t They Get Hearing Aids?
Many objections go back to that last item from the previous section: the perceived benefit. Is what you get worth what you pay? People perceive benefits based on their perspective.
Their perspective is driven by what they see, and in this case, our patients and prospects see a lot of ads focused on price, not service. To many of our patients, value is synonymous with price. To change the perceived benefit, steer the conversation away from price and use a different strategy: Ask questions to better understand their perspective.
The most common mistake when dealing with objections is pushing information and opinions onto the patient. Slow down and ask questions. A patient who thinks their feelings are being discredited will go elsewhere. But you also need to know what kind of questions to ask and when.
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