Thursday, Oct 07, 2010

"Win the Argument, Lose the Sale"

By Armand Rossi, D.C.

Thursday, Oct 07, 2010 02:18

"Win the Argument, Lose the Sale"     The above statement is a common axiom among salesmen and saleswomen.  It basically means that arguing with the customer over something will definitely increase the probability of losing the sale. This usually occurs when the salesperson gets involved both personally and emotionally and loses control over the situation.     Although I don't like to refer to "selling" in the doctor - patient relationship, both involve creating a relationship that is symbiotic and not adversarial.  This type of relationship enhances the beginning of a long - term relationship and not just a quick fling.     Many chiropractors tend to have a great deal of knowledge about health, and many want to pass that knowledge along to the masses immediately.  Some need to learn the discernment of when the patient is ready to receive that knowledge.  In short, how many chiropractors do you know, have lost patients by demanding that they exercise, eat a certain way, or follow a certain protocol that the doctor feels is correct for that individual?  Win the argument, lose the sale...     How about letting the patient initiate when they are ready for lifestyle changes.  Correct the subluxations, eliminate enough interference, and the patient starts to see the need for change and growth.  They innately will bring up the subject, at the correct time for them to really follow through with it.  Let the patients listen to their own inner voice for guidance.  How would you teach this?  How about... "Doc, do you think I should exercise?" "Well, Bill, what do you think? "I don't know Doc.  Maybe I should wait a bit." "That's fine Bill, but remember to stick to your adjustment program so we can get you healthier and closer to the time when you should exercise." Or how about the opposite scenario... "Doc, do you think I should exercise?" "Well, Bill, what do you think?" "I think I do need to do some exercise." "That's fine Bill, but remember to stick to your adjustment program so we can keep you healthier and safer while you exercise."     You wind up usually giving the same type of answer. This is a subtle way of teaching the patient to listen to their own inner source for guidance. Rather than getting into a non-productive debate over who is right or wrong, look for ways to always make the patient right, without losing the chiropractic principle.  Get your ego out of the way so you don't feel you have to argue over issues that, with time, the patient will learn in their own way.  Be a true facilitator and empower the patients to learn from within.      Now, I'm not talking about the chiropractic principle.  Never give in based on principle. But don't alienate people based upon methods adjunctive to the chiropractic adjustment.  After all, that still is what our profession was founded on.

Send an email to Dr. Rossi

Permalink   Digg this   Add to del.icio.us   Submit to Reddit

Thursday, Sep 23, 2010

The Office with "Good Vibes"

By Dr. Armand Rossi

Thursday, Sep 23, 2010 05:23

Recently, I had an adult practice member mention to me, "There are really good vibes in this office."  He mentioned this while he was standing by the kids play area and looking at one of my posters for kids. When I asked what he meant about that, he said that everything was so alive and colorful.  It made him feel young again. He was happy and safe here. For a little while he could forget about the anxieties and concerns of the day.  He could be cared for in a relaxed atmosphere without worrying of being hurt or betrayed, physically, mentally, or even spiritually. What we saw with him and many of our other adult practice members is a resonance occurring with their "inner child".  That part within us all that loves to play, be happy and have fun.  That part which doesn't want to be concerned about bills, taxes, responsibilities and pressure.  We saw a man reach back into his inner self and pull out that innate being that has joy just with exploring and seeing the colors of the world and listens to the music of the soul.   We are seeing someone get in touch with the spirit within.  As chiropractors we know that when we give an adjustment we help reconnect the physical with the spiritual.  But did we know that this could be enhanced by how we decorate our office?  Did we help turn on the light in the individual by making the office light and cheery? I believe that all of us have this "inner child" that is mischievous and wide-eyed.  It sits deeper in some than in others.  It wants to express.  It wants to play.  It wants to bring joy and fun to everyone else around them. This is the part that is expressing itself innately. When we give an adjustment, we clear out some of the blockage to that expression.  When we set up our office space for cheeriness and light, and when we communicate with the same type of happiness and joy, we help bring that "child" to the surface, where the individual can be more of who they really are. Isn't it great to have an office with "good vibes"?

Send an email to Dr. Rossi

Permalink   Digg this   Add to del.icio.us   Submit to Reddit

 Next