Required Reading
Review the following articles to get the best possible results with your consultations:
- Review the Sales Mindset Academy article.
- Ensure you and your staff have the right mindset around sales before implementing our consultation strategies.
- Review the Sales Strategy Academy article.
- This will show you everything that is needed to support your consultations and make it as easy as possible to close sales.
- Review the Injectable Sales Masterclass (if your running injectable promos)
- Important training if you are running any injectables promotion and are performing injectables consultations.
Consultation Checklist
Complete the checklist below to get prepared to perform consultations:
- Review The Consultation Process
This is the step-by-step for how to run a consultation. Review the process once and then work to continually refine the process in your clinic.
- Customize & Prepare Your Consultation Presentation
This is a key consultation tool that helps you educate the client on treatment options while showing PROOF the treatments work. Click here to access the Consultation Presentation template. >> Once opened, click “File” → “Make a copy” to make a copy for you own use.
Consultation Process
Step 1: Discovery
Effective consultations always start with a discovery process.
To close the sale, you must first discover 3 things:
- What problem(s) the client wants to solve.
- Why they want to solve them.
- What attempts they have made to solve the problem in the past.
Once you know these 3 things, you are in a position present your solution as the next logical step for them.
Discovery Script
Use the script below to aid in the discovery process. This is a question-based script and is not meant to be repeated word-for-word.
Notes on script:
- Use answers from the Pre-Assessment Survey as prompts for your questions.
- Do NOT offer immediate solutions to concerns. Remember: prescription without complete diagnosis is malpractice!
- The DEEPER you can go the better. Follow your curiosity to discover the REAL reason why they are there. The best salespeople get prospects to open up by being genuinely curious and sincere.
- Repeat the questions below until you have covered ALL concerns
- You can use a mirror to help the patient point out their concerns. For best results, project the patient’s before photo onto a high-resolution TV.
>> Ask the following questions to start:
“What brought you in today?”
“Based on your survey it looks like you’re concerned about [concern #1]. Could you tell me more about that?”
“How long has this been a problem?”
“What have you done before to try and fix this?”
“Do you have any events coming up?”
>> REPEAT above until you’ve covered all concerns on the survey.
>> Then ask:
“Ok so looks like you’re main concern is [main concern], but you also want to fix [other concerns]. Is there anything else that’s bothering you or is that it?
>> If more concerns, continue repeating the loop until you have covered everything
>> If no more concerns say:
“PERFECT, we actually have some really cool treatments that can help, mind if I share?”
Step 2: Presentation
This is where you will utilize our Consultation Presentation to educate the client on treatment options while showing PROOF the treatments work.
Click here to watch the presentation walkthrough video.
Presentation Notes:
- The most powerful part of the presentation is connecting the prospects concerns case studies who have has the same concerns RESOLVED with your treatments.
- If you don’t have any case studies or B&A photos, use supplier photos to start. Work on adding in as many B&A photos & case studies as possible.
- DO NOT get too technical during the presentation. Keep things simple and use analogies whenever possible.
- Your presentation doesn’t have to be perfect right off the bat. Start with a basic version and then add B&A photos + case studies as you collect them.
Expand For Presentation Process
Step 3: Temp Check & Timeline Tie Down
This step is all about properly setting yourself up to ask for the sale.
As a result, you will be able to get COMMITMENT without coming across as “pushy”.
Skip this part you will get a lot of clients who need to “think about it”.
Temp Check & Tie Down Script
>> When your finished with the presentation, say:
“So what do you think so far, does this all make sense?”
>> If they seem hesitant, loop back and explain away their concerns to get their enthusiasm to an 8-10
>> If they seem excited, ask:
“Assuming we can come up with a plan that fits your timeline and budget, when would you want to get started with treatment?/when do you want these issues fixed?”
>> You can also ask the question below. It’s a bit more aggressive but it great at getting commitment. Asking this question will depend on your sales style.
“Assuming we can come up with a plan that fits your budget and timeline, would there be any reason NOT to get started today?”
>> If they DON’T want to get started today, say:
“Perfect, I can share some treatment options and we’ll book a follow-up visit to get you started later. I can also give you a bonus if you get started during that follow-up visit.”
>> If they DO want to get started today say:
“That’s perfect because we actually have some really good offers if you want to get started with us today, is it ok if I show you them?”
Recommendation & Closing Process
You are ready to recommend a solution when you have established 2 things:
- The client has a problem they want solved now.
- You are confident you can solve the problem with what you have available.