‘Create Value’ is today’s top-tip from sales coach, Ashley Latter.
Ashley’s advice is to stop using the words price, cost or fees when discussing a treatment plan, but instead to focus what the patient’s investment will be. After you have used the word investment, then tell the patient what’s included in the price. Explain to them what they get for their money. Most patients don’t know what is involved, so here is where you need to educate them.