Quick…before you read on:

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One of the areas I see chiropractors struggling with the most is the understanding of the type of sale they're in…

It is a diagnostic and prescriptive sale. That is the sales strategy…

You always find a problem, then offer a solution. That means you have to have a problem to solve. If you don’t have a problem to solve, you're not going to make the sale.

I work with a lot a lot of vitalistic docs and someone at this point will always say…

“We don't diagnose.”

Well, yes you do. I've been to your practice. You go…There's the problem. It's called a subluxation and there it is on the X-Ray. Would you like me to fix it?”

I'm not talking about diagnosing a condition if that's not your thing. But you do say…“There’s the problem, would you like me to fix it?”.

Imagine a doc who swears that they don't diagnose, but their Report of Findings goes like this…

“There's your problem. Would you like me to fix it?”

It’s problem THEN solution.

Of course, you don't diagnose the condition but you diagnose that there is a problem, which in this case is a subluxation. And that's how we find that objective measured on the X-Ray in that case. 

So, it's a diagnostic and prescriptive sale. Even for those that say they don’t do a diagnosis, there needs to be a problem for which you can prescribe the solution.

Now, here’s a warning…

What’s the single worst sentence that you can hear in a Report of Findings?

We’re talking about a two day process and this can come up in day one…

[ PART 2…Coming Soon]

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