About this episode

Dr. Robbie Woelkers shares a framework to effectively present care plans to patients, transforming their hesitation into commitment.

🎯 WORKSHOP — Transformational Sales Workshop | July 30th at 12pm EST. Reserve your seat: https://workshop.therehabceos.com/tsl-learn If patients are hesitating after the evaluation, the problem is not that they do not value care. It is the way the plan of care is being presented. In this video, Dr. Robbie Woelkers breaks down exactly how to take a patient from anxious, uncertain, and doubtful to excited about investing in their recovery. Dr. Robbie Woelkers walks through the psychology first: why patients need to feel the gap between where they are now and where they actually want to go. Getting out of pain is not the dream outcome. Getting back to work, sport, sleep, travel, training, or life without limitation is what makes the plan matter. Then he gets tactical. You will see how to uncover the real problem, connect it to the patient’s personal outcome, use test-treat-retest to build belief, prescribe frequency and duration with confidence, handle schedule and partner objections, and present payment options without sounding awkward or pushy. This is for clinic owners and providers who know their patients need care, but struggle to get them fully bought into the plan. Watch it…

People in this episode

Host: Joey Allbritton

Guest: Dr. Robbie Woelkers

Topics covered

• sales techniques
• patient engagement
• healthcare marketing
• plan of care presentation
• transformational sales

Mentioned in this episode

Organizations: The Rehab CEOs

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