Sales Book For Physical Therapists: Why Patients Really Say “No”

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This is an excerpt from Chapter 6 of my Best Selling Sales Book for Physical Therapists, “To Sell Is Healthy – Get The Unshakeable Confidence To Sell Your Physical Therapy Services – At Twice The Price You Are Now” – Get the book here.

“Broadly speaking, there’s only ever one reason that people say “no” to hiring you and that is a lack of trust. This lack of trust causes patients to feel like the investment they need to make with you is a risky one and so they’ll tell you it’s something like money or time.

It’s nearly always thoughts that create feelings, and once a feeling of doubt is created (because of a lack of trust), what they’ll do next is tell you something like you’re too expensive or money is the issue. They do that to protect themselves from an impending bad decision.

But it is rarely about the actual availability of money; it is almost always how comfortable they are spending it. If you don’t believe me, just look at how much debt people are in right now. They feel so comfortable spending it that they’re willing to borrow it to get whatever it is they want.

My point? Money isn’t the underlying issue. They can get their
hands on it if they want to. Most actually have it to spend, they just choose to spend it elsewhere. If they’re not willing to spend money with you like they are other people, it’s because they don’t feel comfortable doing so. There’s distrust that is getting in the way.”

Continued on page 81…

Paul Gough’s Sales Book for Physical Therapists –
“To Sell Is Healthy” is OUT NOW!

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About Paul Gough

PAUL GOUGH is one of the top Marketing and Business Coaches in the physical therapy industry and his Systems are helping clinic owners all across America run more profitable clinics. He is a published Author, Newspaper Columnist and before his stunning success in business was hired by top professional soccer teams. HIS SUCCESS STORY is one that inspires many pt's around the world - at the age of 26 Paul QUIT a high profile job in professional soccer to begin his own clinic. He had NO money, NO business or marketing skills and NO experience - and yet now owns and runs 4 pt clinics and has a proven track record of growing a physical therapy business from 0 - $2m in record time.
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