While some doctors / providers prefer to be the ones closing deals, all practices should be adopting the Plastic Surgeion sales cycle. Here are a few reasons why your provider should NOT be talking price with patients.
Providers are Providing Care
- When a provider starts talking price and has any hand in the sales process besides creating a treatment plan, it can negatively impact the trusting relationship between a provider and a patient.
Good Cop vs Bad Cop
- Its a tale as old as time. Your provider (good cop) will be able to sell larger packages if patients feel they are unbiased and are only focused on their best interest.
- Your sales associate is the money man (bad cop), collecting payment based on the providers “treatment plan.” This level of separation is important in the sales process.
Sales Tactics & Rebuttals
- When a price is delivered to a patient, there is always a possibility of a rebuttal or negotiation and if the provider is having to field these rebuttals, its highly unprofessional. And you’ve lost the trust of the patient
- Providers aren’t effectively able to deliver pricing utilizing any sales tactics without cheapening the experience for the patient.
Moral of the story, practices need to identify at least ONE person in office that acts as a Patient Coordinator and is able to close patients quickly and confidently at the instruction of the provider. Here at The Aesthetics Advantage we help you identify who and how to ensure you get the most out of your sales.
The Aesthetics Advantage 