EP297 | What Diagnosing and Sales Have In Common

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Alright, let's talk sales. Had a call today with one of our Mastermind members really struggling with this, losing people on the front end, and honestly, it can derail your whole business. Here's the deal: sales isn't some mystical dark art. If you're a clinician, you already have the core skill set. Think about it: sales is basically a subjective exam. You're diagnosing a problem, asking questions, listening, and helping someone get clear on where they are and where they want to go. This episode breaks down how to reframe "selling" into "diagnosing" so you can use the skills you already have to confidently communicate your value and help more people.

🔑 Key Takeaways:

• ✔️ Reframe Sales as Diagnosis: Stop thinking "sales," start thinking "subjective exam." You're diagnosing the person's problem and how it impacts their life.
• ✔️ Listen More, Talk Less: Just like a good subjective, ask open ended questions and actively listen. Aim for 70% them talking, 30% you. People know if you're truly listening.
• ✔️ Help Them Self Realize: Guide the conversation so they articulate their pain, limitations, goals, and what's truly important to them.
• ✔️ Confirm Understanding: Repeat back what they told you about their problem, history, goals, and motivations. Ask, "Is that right?" This builds massive rapport and shows you heard them.
• ✔️ Focus on the Outcome, Not Insurance: Position working with you as the solution to their problem. Insurance reimbursement is a bonus, an icing on the cake, not the main reason to work with you.
• ✔️ Ask the Value Question: "If you didn't get reimbursed a dime, but we solved this problem and got you back to [their specific goal], would it be worth it?"
• ✔️ Explain the "Why": Justify your plan of care and build buy in, just like you explain a clinical diagnosis. People need to trust you to do the "weird" PT stuff.
• ✔️ Conviction is Key: Your confidence in your ability to help them is crucial. 80% of getting someone to commit comes from your conviction. Be confident like you are with a clinical diagnosis.
• ✔️ Detach Your Ego: Whether they say yes or no doesn't define your worth. Your job is to help them make an informed decision.

🧠 Pro Tip:

Stop treating sales like a separate, scary skill. Treat it exactly like your subjective exam. Use your diagnostic mindset to ask great questions, actively listen, understand the real problem behind the pain, and confidently explain how you can help solve it. Master the diagnosis, master the sale.

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Alright guys, use those diagnostic skills. Thanks for listening!

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