Telling Stories
ATTITUDE IS EVERYTHING!
-Jeffrey Gitomer
What is the secret to effective communication? Tell Stories. People tire quickly of concepts, but stories-well told and relevant-will always increase response. Instead of jamming facts and figures or new chiropractic technology terms down your patient’s throats, tell them stories of how chiropractic has improved the lives of people with similar conditions. When telling stories paint a vivid picture in their minds using as many senses as possible to involve their subconscious mind. If they can see it, hear it, feel it and taste it, they’ll remember it! This is called WORD PICTURES! Master this skill and it could be the single most effective practice tool you ever use. No kidding!
More on WORD PICTURES later.
Telling stories is an awesome way to use the power of “Emotional Triggers” (see prior post) You will learn how to uncover these Emotional Triggers during the Initial Consultation.
Here is a an example: Patient is seeing you for a shoulder injury they sustained while exercising. Now you know exercise is an emotional trigger that the client enjoys. It has value to them. Here is your “Emotional Hot Button”. Now all you have to do is push the button to get a desired response.
Doctor “Brian, imagine yourself back in the gym again. You can hear the weights banging, the music blasting, you smell the leather on the equipment and you are braced up under the bench press ready to do your all time best benc. You take the weight off, slowly lower it and press it right back up with no help. It was easier than you ever thought possible. And the good news, your back did not hurt. You had zero pain and no mental distraction afraid of the back going out yet again. How does that sound? If you follow my recommendations and keep to your plan this can eventually become reality.”
Now isn’t that a much better motivator than comparing range of motion numbers or telling them their spine is moving better. No offense, but they could care less. Think about what’s valuable to them, not to you.
Dr. Perry Nickelston, DC
1-866-595-7749 Ext. #2
Discussion Area - Leave a Comment