Sales Consultation & Test Procedure Strategy

The Hearing Aid Evaluation

Whilst we all understand the hearing aid evaluation is a clinical evaluation, I think we all accept that it is also a sales process. The consultation is a combination of audiological testing, psychological profiling, counselling and sales process. It is the time that you get to impress upon every prospective Patient your own brand. So if you feel you are, and indeed position yourself as, a caring, competent, friendly, professional, this is the time to display that.

Consultation practice in the UK has changed radically over the last five years. With the introduction of new testing procedures such as quick sin and the ANL the game has been raised. It is important that you remain up to date with new practices and understand why and how they are imperative to continued success.

Analysis Of Your Consultation

There are important things that you need to consider about your consultation process. We analyze the following

• How exactly does your consultation flow
• Do you have a set consultation flow designed to maximize returns
• What questions are you asking
• Are they the right questions
• Do you listen
• What test battery do you use
• What explanation of loss do you provide
• What demonstration procedure do you follow
• How do you explain features and benefits of technology

How does your consultation flow? Are you identifying and dealing with objections? Are you asking the right questions? Are you asking open questions?

The answers to these questions will allow us to provide you with clear strategies to increase your engagement. To increase the perception of you as a caring professional and to set you out as the go to professional in your area. We can advise you on Patient engagement strategies that use simple tools to achieve maximum impact. We can advise you on the latest hearing aid demonstration processes, how best to use them and why they work.

After The Sale

Whilst the sale consultation is most important, your after care appointments are just as important. The purchase process is an ongoing one, yes they may have bought the hearing aids but buyers remorse can kick in at any time even years later. It may not result in a cancellation, but it will result in damage to your relationship with that Patient, it will effect retention and referral.

We can help you with a clear structure for follow up appointments that continually drives the perception of value through your relationship with your patient. Right up to the re-sale, where the process starts again.