Kurt T. Steele, OD: Neurolens: Speaker's Bureau (honoraria or other compensation) (); Weave: Consulting Fees (), Speaker's Bureau (honoraria or other compensation) ()
Transform your patient interactions into genuine conversations that build trust, loyalty, and naturally lead to increased acceptance of recommended products and services without feeling and sounding like you are selling.
Learning Objectives:
Upon conclusion of this activity, attendees will be able to:
Apply strategic questioning and the "Start with Why" approach to lead patient conversations, explain the rationale behind clinical procedures, and educate patients in ways that build trust and understanding rather than relying on traditional sales pitches
Effectively utilize social proof, the "because" technique, and contrast principles to guide patient decision-making while maintaining ethical standards and focusing on genuine patient education and benefit
Present treatment options starting with premium offerings, use down selling techniques when appropriate, properly close patient consultations by asking for commitment, and adapt their approach to different patient personality types (goal-oriented vs. fear-motivated)
