I feel like you’re selling me… How to overcome a closed-off patient

We’ve all been there—you encounter a new patient who is highly skeptical of your offerings, even when you are being as genuine as possible.

They walk through the door, acting suspicious before you can say one word—an automatic barrier you must tackle. When they come to you, they are already closed off and disengaged. Their body language says it all—arms crossed and disinterested.

What do you do next? How do you break down those barriers to build a doctor-patient relationship that benefits all parties?

I’m going to guide you through a strategic sales process that will ensure better results. You can take your practice and sales to the next level—here’s how.

Setting up a “boomerang close” in the future

When you first encounter the type of person discussed above, your gut instantly tells you, “Uh oh, this isn’t good.”

Many of these standoffish individuals have complex thought processes fueled by vivid past experiences that led to negative feelings. Even though you weren’t the one coercing them, past untrustworthy chiropractors and salespeople have left them with a negative impression—one that isn’t easy to overcome on your end.

So, what do you do?

You let them go ethically with grace.  Trying to convince them at this point will be futile.

In doing so, we intend to set up a boomerang close in the near future.

Consider the following scenario

While this approach may seem counterintuitive, consider the following example interaction to better understand how this scenario could unfold.

Doug, we may not be the best fit for one another, which is perfectly fine. It happens. For now, I think it’s best that you stay put until the timing is better or until you find someone else who is a better fit. I appreciate you coming in—it was a pleasure meeting you. Feel free to take a card or follow me …

Please note that the above process is not a form of “takeaway selling,” which can be perceived as manipulative and further fuels the lack of trust. Instead, this strategy forms a temporary disconnection. Timing is everything and those that are patient win more often than not.

Practice, practice, practice

Like any sales strategy, the more confident and natural you are, the more likely you are to improve conversion rates. So, like any form of scripting, you need to trust that practice makes perfect.

You’ll need to practice every day. The more you prepare for these situations and types of prospective patients, the more natural you’ll become at genuinely speaking to them. It will show if you seem intimidated or lack confidence in your delivery.

Also, consider psychology

You must also understand the role that psychology plays.

The above sales strategy includes an additional layer of psychology that can be implemented at scale. While you may have initially sacrificed closing a sale, you will have gained something much more valuable.  RESPECT.

By using this approach, you have helped your patients start to overcome their sales-related traumas. You will have also helped them realize that the chiropractic industry is discerning and compassionate, not desperate for anyone who walks in the door. Show that chiropractors care about doing the right thing.

Allow me to emphasize this point: when I say, “Sales is service,” I truly mean it. We still aim to serve them even if they don’t become clients.

It’s time to redirect your focus

If you’re reading this and think this approach might cost you a sale, it may be time to consider the bigger picture.

Sounding desperate and over-accommodating could be the reason you’re losing sales to begin with. Instead, you must try to detach yourself from the outcome.

How do you achieve that?

You redirect your focus, concentrating solely on the patient. Work to uncover what each individual patient wants, needs, and desires. While this tactic is a wonderful distraction, it also helps build a more positive, trusting relationship. You’re planting a seed that can encourage the foundation of your future doctor-client relationship.

Entering the next level—you got this

I know that the approach discussed above can make it seem as if you’re not going to make a sale—especially if you’re not used to this strategy. But it works.

Remember, the ultimate goal here is to serve and assist, regardless of whether you close or not. This is the next level.

Changing your mentality and delivery to support this next level is what will help propel you forward.

Are you ready to dive deeper and put these tactics into practice?

If so, it’s time to take our MasterClass—it is in a league of its own. Our day 1 and day 2 chiropractic sales training will provide you with the know-how to effectively and confidently communicate the value of chiropractic.

We have been teaching the Day1 Day2 in chiropractic for over a decade.  It’s ALL we do.

Unsure that this class is right for you? Do you have questions about what it entails? If so, we welcome you to book a free consultation.