1. Convincing patients to take your advice Gyl A. Kasewurm, AuD St. Joseph, Michigan

4. Average audiologist convinces ____% of patients to purchase amplification –Less than 50% –More than 50% –73% –Never been calculated

5. Build Rapport Identify Needs Present Solutions Address Concerns Close

6. Presenting Solutions Features –Describe characteristics of product Advantages –How the feature works or what it will do Benefits –What this particular product will do for the client

7. Overcoming common objections There are five commons objections to getting hearing aids.

8. I don’t think my hearing is bad enough

9. I can’t afford it

10. I want to think about it

11. I have to talk to my spouse

12. I am going to check around

14. Show – Don’t Tell Demonstrating need for amplification Demonstrating benefits of better hearing (Include family) Illustrating benefits of directional microphones

15. Hearing instruments must provide value in 70% of listening situations to attain 80% or higher overall satisfaction. –Kochkin, Sept 2007 Hearing Journal

16. Illustrate Handicap Speech testing –Discrim words presented to the patient at 40dB HL with 3 rd party listening

18. Demonstrate Benefit Discrim words presented at 40dB HL in the aided condition –Aided – unaided = Benefit from amplification

19. Key Points Rarely take “no” for an answer but always ask Focus, focus, focus Everything is an opportunity Be passionate and enthusiastic Be a good listener

20. Don't ever hard sell. Solve problems. Satisfy wants. Do what is truly best for your patient.

21. F A B Features –Describe characteristics of product Advantages –How the feature works or what it will do Benefits –What this particular product will do for the client

22. Why Do Hearing Aids Cost So Much?? The Inevitable Question….. –Research and Development –Miniaturization –Production requirements –Technology improvements –Limited market

23. Never judge a person’s ability to consume!

24. Marketing YOU! Creating a Wealthy Spirit Chellie Campbell

25. gyl@prohear.net