Whether you like it or not. You will have to be involved in the process of "sales" in healthcare
This doesn't mean you have to be a car salesman... Examples of sales in health include
Informing a “phone shopper” prospective client that Exercise Physiology can help them
Converting an uncertain prospect to a committed appointment
Demonstrating a treatment, how it works and how it helps the client
Discussing treatment, management or other options with client, family, caregivers
Encouraging patient follow-up visits or to make appointment with a referred professional
Establishing and maintaining a professional referral relationship with other practices
Explaining financial and affordability options with clients
Informing a patient about the nature, benefits or consequences of their health matter
Introducing a service, product or procedure that satisfies a client's health need
Proactive leadership in motivating colleagues, staff and patients
Winning client's acceptance of lifestyle changes for healthier living
Communicating the value of a short term and/or long term treatment plan
Providing guidance about various care options (referring on if needed)
The main similarity between the examples above and actual sales (eg. selling a product) is COMMUNICATION
If you communicate why exercise is important to someone and how it can help them achieve their goal. You are providing them a solution to their problem..This is the basis of SALES!
Better outcomes follow when clients understand, buy into and adhere to treatment plans. Prospective clients/enquiries benefit when it’s clear that we can provide an answer to their problem as we have for others. Eg. "Yes our EP has helped people with knee arthritis before"
Sales, is "transfer of enthusiasm from one person to another". If you are passionate about what you do and believe you can truely help someone. Your voice, tone and words will communicate that to the client or enquiry.
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