An option to walk away.

When selling it is too often a mistake of the seller to desperately keep the buyer in the cycle, giving no option to leave, throwing benefit after benefit. Using their name and linking to their relationship and future happiness. All of which makes you want to throw up it’s so cheesy.

Well, the good news is, that shit doesn’t sell, but this simple adaptation to your sales pitch does!

Oh forgive me, yes you are in the business of selling, as a chiropractor it is essential that you sell your patients into care, or else their lives won’t change.

So, are you practicing and perfecting the art of selling?

If I was to put some sweets on the table in front of us (or your favourite food), I gently push it towards you and you feel your saliva glands start to secrete, your tummy engages and your mind wants them. Then just as you are about to reach for them, I pull them away and say, you don’t have to have them. What do you do? Instinct would make you reach forward and be more eager to enjoy.

We can use this same principle when selling, we present an offer that is so compelling, and when is seems almost too good to be true, we take the option off the table and give the buyer the opportunity to walk away, no sale, money still in their pocket.

This gesture empowers the seller, shows they have nothing to lose and are confident in the sale, it also creates an increased urgency and desire from the buyer to engage. Done well, it is a logical and ethical way to help patients get under chiropractic care.

Here are three ways I suggest you implement this into your ROF to get maximum results.

1.       Let them know they can leave straight away.

At the start of the ROF say this:

“So as you remember last visit there was a lot going on, I am going to take you through that today. If you have any questions please jump in, at the end I will tell you what I can do, and it is up to you to decide what you would like to do.”
This now let’s them sit relaxed knowing/thinking that you are not trying to sell them.

2.       Three options to proceed.

Once you have given the results, let them choose what they want to do. This option lets them leave if they want, but as you will see, they are likely to put themselves in the driving seat to continue to buy.
“So, I give everybody three options, you can take all this information away with you, use it where you want. Or we can do some short-term care to make it feel better, it doesn’t fix it. Or we can fix it, this is where we make it feel better then go on to solve the problem for you. What would you like to do?”

3.       Ask for the sale.

At the end it is important to actually ask for the sale, this is done again with an option to walk but two clear options to start.
“You now have three options, you can take this away and have a think about care, we can start straightaway or book you to start next week. What would you like to do?”

There you go, time to help more people with chiropractic and master your sales.

With love,

Tom