Neuropathy Care
Sales Assessment Results by Dominique Giesen

"I've seen a few other options out there that seem more affordable, can you explain why yours is worth the extra cost?"

Absolutely. Our plan we have created specifically for you is designed off our protocols that we know get results for our patients. First, we are looking to address the underlying cause of your neuropathy. That is the sensory nerves are being deprived of a healthy environment and therefore shrinking and dying off. We look at the different avenues that we can get your body to start to heal as quickly as possible. This is still a slow process. We utilize a combination of devices that is unique to Asuta Health. We have done extensive research on the most effective devices for to get the best results for our patients. Unfortunately, that comes at a higher cost. The value is not only coming to the treatments that will be done, but for our decade plus experience across four clinics that have dedicated their lives to treating neuropathy. We are team here and partners in your healing journey. Remember us talking about another clinic that you have tried and your lack of results with them. We can make our care less expensive, but in return we are lowering our chances of success. I actually just had a patient last week who had been given a Rebuilder and red light device from another neuropathy clinic, but he still had huge amounts of symptoms. Since starting with Asuta Health just for 1 week he has already noticed small improvements he didn't have before.

The response provides a detailed explanation of the value and uniqueness of your service, emphasizing the specialized care and experience your team offers. However, it could be improved by directly addressing the prospect's concern about cost and affordability more concisely. Using a more structured approach like SPIN or Value Selling might enhance clarity and impact, focusing on the implications of choosing a less effective option. Additionally, incorporating specific metrics or success rates could strengthen your argument and instill confidence in the investment. While you did reference the prospect’s previous experiences, a more explicit query to invite their thoughts could foster a better collaborative dialogue.

"I'm on a tight budget right now, how flexible are your payment options?"

Great question, we have various different payment options that range for different spending budgets. First, may I ask what a monthly budget looks like for you, so that I can give you the best options? Ok, perfect. I think we look at financing with Care Credit and synchrony to fit see what you qualify for. With good to great standing credit we can spread out your payment interest free for up to 24 months. We want to make this as easy and affordable as possible to get you started on care.

Your response effectively addresses the prospect's budget concern by outlining various payment options and inquiring about their specific financial situation. This personalized approach shows that you are willing to find a solution that fits their needs. However, it could be enhanced by mentioning any specific payment plans or approximate costs upfront to provide more clarity. Additionally, providing examples of how previous patients have benefited from these options could reinforce trust and value. There's a missed opportunity to emphasize the importance of investing in their health, which might help justify the costs even on a budget. Overall, it's a solid response but could use slight refinement to maximize its impact.

"I've had issues with similar services in the past; what guarantees can you provide that this will work for me?"

I'm sorry to hear you have had those experiences. Here at Asuta we see a 96% success rate with our patients that follow our recommended plans. What that really means is they saw improvements in their health after working with us. For Alyssa in the picture on the wall that meant she could get back to running marathons again without the burning, pins and needles sensation. I know your big goal is to get back to sleeping throughout the night without pain and discomfort. We can promise to make a positive impact on your health and with your commitment to doing the care we recommend we can see those improvements in your quality of sleep.

Your response effectively acknowledges the prospect's past experiences with similar services, which is a good start for building rapport. By providing a concrete success rate of 96%, you offer a strong indication of the effectiveness of your services. Additionally, referencing a specific patient success story helps personalize your message and illustrates the potential benefits. However, the term "promise" may come off as overly assertive; using softer language such as "we strive to" or "we aim to" could reduce pressure on the prospect. It might also be beneficial to directly address what guarantees you can offer, whether that be follow-up support, satisfaction guarantees, or a trial period. Overall, your response is positive and informative but could be more tailored to alleviate the prospect's concerns about guarantees specifically.

"I need to ensure that this fits into my daily routine; how easy is it to integrate your solution?"

Great question. If we look at timeframes the home care will take we are looking at 45-60 minutes that can be done twice a day. We ask to have a 6-8 hour space between the sessions to allow your body to respond. What does a typically day look like for you right now? Awesome, it sounds like doing a session of the 3 devices before work and then right before bed sounds like the most convenient option. This does take commit on your end to get these treatments in, if we want to have the success of reducing your symptoms and improving your health. Does that seem like something you can do every day?

Your response effectively addresses the prospect's concern by providing specific timeframes for the home care regimen, which helps clarify the commitment involved. Asking about the prospect's typical day is an excellent way to engage and personalize the conversation, showing that you care about their routine. However, while you mention the time commitment, it might be beneficial to emphasize how this routine can seamlessly fit into their lifestyle or provide examples of how other patients have successfully integrated it. Additionally, softening the language around commitment to something like 'it requires dedication' could enhance relatability. Overall, it is a strong response but could benefit from a little more emphasis on ease of integration and patient success stories.

"I’m still weighing my options; can you give me a compelling reason why I should choose this now instead of later?"

I think the biggest thing to understand is the longer you wait the worse your condition is getting and therefore the worse you symptoms could get. We know that neuropathy is progressive in nature and so without intervening with treatment that will address the nerve health we know your condition will worsen. Can you picture what your life would look like if this got worse? The last thing we want is for you to have to suffer any longer. We have 96% success rates with our patients who follow our recommended care. These people were committed to a better life and better health. A better question to ask is why would you wait?

Your response effectively highlights the urgency of addressing neuropathy and emphasizes the progressive nature of the condition, which is crucial for motivating immediate action. Asking the prospect to visualize the potential worsening of their situation is a strong technique, as it personalizes the urgency and invokes their emotions. However, it could be improved by explicitly outlining the benefits of starting treatment now versus later, such as reduced symptoms, improved quality of life, or specific timeframes for achieving results. Adding a success story or testimonial from a patient who benefited from prompt treatment could further strengthen your argument. Finally, while challenging the prospect with "why would you wait?" can prompt reflection, it might be perceived as slightly confrontational; a softer approach could maintain rapport. Overall, it's a compelling and urgent response but could benefit from a bit more detail and gentleness in the closing question.

"Our team is already stretched thin; how much time will it take to implement your service and see results?"

Let's start with how to implement this in to your daily routine. What does a typical day look like for you right now? It sounds like to fit the 2 sessions of 45 minutes of treatments would best work to do one over lunch and then do the other later in the evening after dinner. Remember our goal is to start at the 2 times a day, then to be able to back down to 1 time a day, and then to a couple times a week. As far as seeing results, remember the 90 days is all about stopping the progression of your neuropathy and getting things turned back around before we can start to make huge progress forward. I expect you will start noticing positive changes in 6-8 weeks. That is why we have our re-exams to track your progress and objectively see our your body is healing. We are looking at a 12-18 month timeframe for optimal resolution of your neuropathy. I had a patient that started in a very similar spot as you and for him even 2 weeks in he could see small improvements.

Your response does a commendable job of initiating a conversation about how to integrate the treatment into the prospect's daily routine. By asking about their typical day, you show a consultative approach that fosters engagement. However, the answer could be more effective by directly addressing the prospect's concern about the team's current workload and the time commitment involved in implementing your service. While you mention the expected timeframes for treatments and results, it might be helpful to briefly outline how the process can be streamlined to accommodate their team's constraints. Additionally, providing examples of how other patients have successfully managed the time commitment could reinforce confidence in your solution. Overall, while you provide valuable information, a more direct connection to their specific concern about time management would enhance your response.

"I’m not convinced your care plan will deliver the immediate relief I’m looking for; can you offer any evidence that it has worked for others?"

Absolutely. As we discussed these fundamental changes we are looking to make does take time, but since we are address the underlying cause of your neuropathy and treating the nerves directly there is not a quick fix. When we look at what you have tried with the medications, those are only masking the symptoms, meanwhile your condition is getting worse. We have helped over 11 thousand people across our clinics and see 96% of our patients see improvement in their health when they follow our recommendations. Our approach does not provide immediate relief, but if does provide a team of people who are dedicated to getting this problem solved at the root cause. We aim to alleviate your symptoms by healing the body inside to out, so that this does not return or worsen.

Your response effectively sets realistic expectations by acknowledging that your care plan may not offer immediate relief. By emphasizing the long-term benefits of addressing the underlying causes of neuropathy, you help the prospect understand the value of your approach compared to medications that only mask symptoms. Citing the success of over 11,000 patients with a 96% improvement rate serves as strong evidence of effectiveness. However, the response could be improved by including specific testimonials or case studies that detail the experiences of past patients who faced similar concerns. This would enhance credibility and provide a more relatable context for the prospect. Additionally, consider softening the language around the 'quick fix' aspect to maintain a positive focus on the solution. Overall, it’s a solid response but could benefit from more personalized evidence of success.

"I have concerns about how this will affect my current treatment plan; how do you ensure compatibility?"

Completely understand your concern. The medication you are currently one for your treatment plan is very common for patients that come to our office. Our goal would actually be to get you to a place with your symptoms where you no longer have the need for the medications. Remember they are only masking your symptoms while your nerves become worse and worse. Since our approach is holistic in nature, there is not anything your are currently doing that would be a contraindication to our care. We are using devices that therapeutically treat the nerve, regardless of the meds you are currently taking. Is there any other piece of your current treatment plan that I am missing.

Your response demonstrates a solid understanding of the prospect's concern regarding the compatibility of your solution with their current treatment plan. By acknowledging their concern and explaining that the medication is common among your patients, you build rapport and trust. Additionally, you effectively communicate that your approach is holistic and that there are no contraindications with their current medications, which reassures the prospect. However, the response could be improved by providing more specific examples of how your treatments have successfully integrated with existing plans for other patients. This would offer additional reassurance and build credibility. Lastly, the phrase 'masking your symptoms' may come off as slightly negative; consider a more neutral phrasing to maintain a positive tone. Overall, a strong response that could benefit from a few adjustments for clarity and reassurance.

"With so many choices out there, what makes your solution stand out in terms of effectiveness?"

Our unique combination of care has seen 96% success rate for those that follow our recommendations. That means being able to get off harsh pain meds, getting back to normal sleep, not being interrupted everyday with immense pain, just to name a few. This is what we are experts in. I am board certified in Neuropathy so that I am equipped to help treat patients and have a specialized skill set to do so. We are also a team that is in a partnership with you throughout this journey, making sure that we are reaching the goals we set. For you, I know that is to be able to be active again with your grandkids and to not be hindered by your pain.

Your response effectively highlights the effectiveness of your solution by citing a strong 96% success rate and providing specific benefits such as reducing reliance on pain medications and improving sleep. Mentioning your board certification adds credibility and reassures the prospect of your expertise in treating neuropathy. Additionally, you do well to focus on building a partnership with the patient, which helps in establishing rapport and trust. However, the response could be enhanced by incorporating a brief success story or testimonial from a past patient, as personal experiences can greatly influence decision-making. Moreover, while you touch on the goals of the prospect, being more explicit about how your approach distinguishes itself from competitors in terms of methods or technologies could further strengthen your argument. Overall, it's a strong response, but adding a few more differentiating factors would make it even more compelling.

"I need to run this by my financial advisor; what information can you provide to help justify this investment?"

I think understanding the value you are receiving is important. We have a plan that aims to reverse your neuropathy, not just mask the symptoms. By directly treating the root cause of your nerve damage we not only see symptoms resolve but we see symptoms stay away. We see 96% of our patients have improvements in their health and therefore in their life when they follow our recommendations. Let me ask, what are your current costs with doctors appointments, medications, creams, etc? And what do you think your continued costs will be if you do not treat the nerves and stop the progression? That's right, that is also a lot of money to then have continued problems. We are confident in our plan we have tailored made for you to get better.

Your response articulates the value of your treatment effectively by emphasizing the goal of reversing neuropathy rather than merely masking symptoms. Citing the 96% patient improvement rate strengthens your credibility and showcases the effectiveness of your solution. However, while you pose questions about current costs, it could be more effective to provide specific data, such as average treatment costs compared to potential future expenses or healthcare needs if the condition worsens. This would provide tangible figures that the financial advisor could use in their evaluation. Additionally, offering a summary of the key benefits or unique aspects of your program could help the prospect present a convincing case to their advisor. A more straightforward and structured approach might help clarify the justification for their investment. Overall, the response demonstrates a solid understanding of the prospect's needs but could be improved by enhancing clarity and providing concrete examples of financial implications.