I will never forget the time that Robert Kiyosaki looked me in the eye at dinner and said the following statement…

“If you turn all your statements, into questions, you will go very far in life”

The human mind is a fascinating thing…it will respond to the input its given. [more on this in my free webinar]

For example, if you ask an appropriate question that requires you to go “search” for the answer…IT WILL INDEED DO THAT!

So, the 2 words that will change your entire new patient history exam are;

“WHAT ELSE…”

and variations thereof like, “how else”, “tell me more”, “elaborate more” etc

Here is how it may play out in reality…

EXAMPLE 1

DOC: “Tell me about what brought you in today” [Silent pause] 

*ANSWER FROM PATIENT*

DOC: “Got it, WHAT ELSE” [Silent pause] 

*ANSWER FROM PATIENT*

DOC: “Thank you, WHAT ELSE” [Silent pause] 

EXAMPLE 2

DOC: “What does it stop you from doing or how does it negatively affect your day?”

*ANSWER FROM PATIENT*

DOC: “Thank you, HOW ELSE”

*ANSWER FROM PATIENT*

DOC: “Got it, WHAT ELSE”

HERE IS WHY IT'S IMPORTANT…

During the “selling” environment , you need to picture that there is an imaginary “scale”, the more REASONS you stack onto the scale as to why they may need your “SERVICE”, the more chance you have of converting that person into a customer…[more on this in my free webinar]

The key is understanding that you want them to tell you those reasons… 

THEREFORE YOU NEED TO DIG DEEPER, by being a little more persistent in asking “what else”. You will automatically tip the scales more favourably in them justifying to themselves WHY they may need this “thing”.

Crucially please understand why it's so important to get them THEM to say “it” by asking appropriate questions as opposed to you just “saying it”!

What you SAY means one thing…”but what they say…MEANS EVERYTHING!

ASK…DONT TELL!

Enjoy seeing the magic unfold…

P.S. Join my free live sales and conversion masterclass webinar coming up for more tips like this!