About the Guest(s):

Dr. Woolner is a widely-recognized expert in the functional medicine community, known for helping functional medicine practitioners optimize their practice. With a deep commitment to aiding practitioners across various disciplines—chiropractors, nurse practitioners, medical doctors, and more—he focuses on improving both their clinical outcomes and business success.

Dr. Wells is an accomplished figure in the functional medicine industry, committed to revolutionizing how practitioners convert potential clients into patients with effective communication and business strategies. He is renowned for his expertise in patient communication, sales strategies, and developing heart-centered approaches to healthcare.

Episode Summary:

In this pivotal episode of the Simplified Functional Medicine Podcast, Dr. Chad Woolner and Dr. Andrew Wells dive deep into the often challenging aspect of sales within the healthcare sector, especially focusing on high-ticket program conversions. They propose a paradigm shift for practitioners who are averse to traditional sales approaches by presenting a framework that makes enrollment as natural and ethical as possible, without the off-putting pressure of conventional sales techniques.

The episode explores key strategies for transforming how practitioners approach patient interaction to achieve higher conversion rates for their high-ticket health programs. Highlighting the importance of understanding patients’ goals and the role of tension rather than pressure in the sales process, Dr. Woolner and Dr. Wells share invaluable insights on building trust and developing authentic patient-practitioner relationships. Additionally, they discuss the significance of scripting and preparation to turn the potentially intimidating sales conversation into a reassuring and collaborative dialogue. They draw parallels with real estate agents to illustrate effective selling techniques and emphasize creating an alignment between practitioners' offerings and patients' desires.

Key Takeaways:

• Understand the Patient: Take the time to ask open-ended questions to fully understand what the patient wants, beyond mere symptom relief.
• Scripting is Essential: Properly practiced scripting guides the conversation effectively, sounding natural and confident rather than robotic.
• Build Trust Early: Making a strong first impression in the initial five minutes with the patient is crucial for building a lasting relationship.
• Differentiate Pressure from Tension: Pressure seeks escape while tension seeks resolution; operate in a way that establishes natural tension to help patients reach their goals.
• Align Solutions with Goals: Present solutions that align directly with patients' articulated goals for more successful conversions.

Notable Quotes:

1. "If the word sales makes your skin crawl… this episode is going to be a turning point for you." - Dr. Chad Woolner
2. "The healthcare industry is shifting away from the insurance model to self-pay models." - Dr. Andrew Wells
3. "The secret to a successful sales process in healthcare lies in establishing a natural alignment between patients’ desires and practitioners' offerings." - Dr. Chad Woolner
4. "If you're doing sales the right way, it shouldn’t feel awkward or slimy." - Dr. Andrew Wells
5. "The value of using scripting is it takes all the pressure off of you on what you're going to say." - Dr. Andrew Wells

Resources:

• Simplified Functional Medicine Website: Simplified Functional Medicine
• Connect with Dr. Chad Woolner on social media for more insights and tips in functional medicine.
• Connect with Dr. Andrew Wells for communication training and sales strategies.

To truly master the art of patient communication and high ticket conversions in functional medicine, tune into the full episode. Embrace these authentic sales techniques and transform your practice's approach to patient enrollment. Stay connected with the Simplified Functional Medicine Podcast for more insights and expert advice.