Dispensing Integration

So How Do You Take Great Ideas From Courses and Turn Them Into Real Dispensing Opportunities? Here are a number of ways that a colleague has found having recently attended both the QED & CCC workshops:

Ask for clients to bring their list of medications with them
Use the question “What concerns do you have?”
Allay anxieties early in the consultation regarding what is going to happen and the price of hearing aids
Quote the full range of prices
Use stories to draw out clients’ feelings related to not hearing
Use negative vocabulary to elicit these feelings in the consultation
Use stories to illustrate the changes in people’s lives once they do aid their hearing
Use positive vocabulary to elicit these feelings in the consultation.
Ask “Has it got worse in the last year to two years?”
Use the warble tone box to create concern before audiometry
Spend more time on otoscopy and the explanation.
Give more weight to what I tell clients by using phrases like: “I’m interested to see / hear / find out..,” “What concerns me..,” “I can now understand…”
Be more direct with statements like: “You need to take your hearing more seriously than you are.” “Hearing loss can become a crippling disability and it usually does get progressively worse over time.” “As with any medical condition, it’s better to address this sooner rather than later.”
Show and explain the audiogram before audiometry to build anticipation and concern over the result.
Don’t say “Well done” when the headphones come off. Instead, say “Ok, the moment of truth”
Possibly use the warble tone box to consolidate audiometric results more dramatically for the support
Give people a copy of their speech test to take home with errors clearly marked
Talk about a 3 month evaluation period (not trial period)
Tell returning clients how many hours of use they will have had from their old aids
Emphasise that the return on investment in a new hearing system is every waking hour and that they cannot afford not to do something about it.

Get both my receptionist and teleappointer to sit in on tests a.s.a.p.
Tell them to ask clients who is most concerned about their hearing and ask them to bring that person for support
Look critically at the waiting and testing environments
Write out the plan of my consultation with key words and expressions
Record my consultation

Thanks for all your input. It was a great course.

QED Raises Revenue - Again!

David - A rather belated thank you for an excellent training course. In my opinion, the best I’ve ever been to. Am still trying to incorporate some of your ideas, but something must have got through as the following week I sold £16,000 and £10,000 again yesterday!

I hope this doesn’t sound like bragging it’s actually a tribute to you and Guy. I have been evangelizing ever since. Thanks again - Moira

Finish the Year on A High

For anyone looking for help in closing as much business as possible before year end - A further QED Workshop is available on December 10th & 11th at Dalton House Buxton. If you would like a place then send your request via email to David Rist with a copy to your Area Manager.

The Success Continues through October

A number of participants from the most recent QED programme (1st & 2nd Oct) have provided feedback on which topics are having the most impact for them:

From Helen - One of the things I have implemented is mirroring and matching and that does work in getting rapport. It also works on a personal level too which is great, it’s so much easier getting what I want!!!!

From Jason - Mirror imaging , tone of voice , use of same words/phrases used by client – all this combined seems to have enabled me to gather vital info to create concern and build a better rapport with the client. I concentrate more now on really listening to what the client is telling me and using their own phrases and words when describing their experiences etc with their loss. Have started to use Buy now, Hear today kind of phrases which are beginning to become more natural for me to use. The course I felt made me think out of the box more when a consultation isn’t going the way it should and to help me guide it back to the end result we all would like.

From Ormsby - "I have introduced the finer subtle points of mirroring & matching and have decided to introduce each element gradually rather than to change my whole approach .... and yes I can say that it's working for me".

From Ian Slater - "Some of the language has now become sort of automatic, I find myself saying things to clients that include instructions and commands that I would not have said before and more have been saying 'yes'. I dont know what you did when you and Guy were talking at the same time but something's changed.

From Deepak Jagota - The training has made a hugh difference to my sales, I am so grateful for what has been given to me.

October's First Success Story

Our colleague Anna records the first success story following the recent Quantum Workshop:

"On Monday, the day after the course, I went to see a client that I had seen 2 months ago. At the last visit the client refused a test and I left feeling demotivated by this. Today (5/10/09) I not only tested their hearing but was able to help them - they brought 2 hearing aids from me."

Anna later visited David in Head Office to report... "and I sold every day this week too"

Thats fantastic news ..............

If any of our colleagues have a story to tell than please email it to David Rist so that we can all share the benefits of the Quantum Event.

October 2009 Attendees

At the group's request here are the contact details for the 'Class of October 09'

Rahim Mitha - 07904 368730 Email rahim.mitha@hh-nationwide.co.uk
Bhakti Patel - 07968 570915 Email: bhakti.patel@hh-nationwide.co.uk
Chris Elcocks - 07971 133336 Email: chris.elcocks@hh-nationwide.co.uk
Dave Edwards - 07968 570852 Email: dave.edwards@hh-nationwide.co.uk
Natalie Wilson - 07968 570861 Email: natalie.wilson@hh-nationwide.co.uk
Anna Pugh - 07968 570921 Email: anna.pugh@hh-nationwide.co.uk
John Gerrard - 07904 368992 Email: john.gerrard@hh-nationwide.co.uk
Robbie Sangha - 07971 133330 Email: robbie.sangha@hh-nationwide.co.uk
Glen Clifton - 07968 570850 Email: glen.clifton@hh-nationwide.co.uk
Moira Kitchen - 07971 133287 Email: moira.kitchen@hh-nationwide.co.uk
Jason Hill - 07971 133463 Email: jason.hill@hh-nationwide.co.uk
Tom Malone - 07939 093983 Email: thomas.malone@hh-nationwide.co.uk
Helen Gregorie - 07971 133277 Email: helen.gregorie@hh-nationwide.co.uk
Ormsby Williams - 07968 570885 Email: ormsby.williams@hh-nationwide.co.uk
Beth Cawkhill - 07971 133292 Email: beth.cawkhill@hh-nationwide.co.uk
Rosie Leigh - 07968 570933 Email: rosemary.leigh@hh-nationwide.co.uk
Ian Slater - 07852 001106 Email: ian.slater@hh-nationwide.co.uk
Toni Malik - 07968570845 Email: toni.malik@hh-nationwide.co.uk
Sam Soar - 07904 369854 Email: sam.soar@hh-nationwide.co.uk

The Meta Model Questions

July 3rd - Congratulations to Warren being the first to get his comments onto the blog.
For those of you who wanted a list of the Meta-Model Questions:
•Please Tell Me About
•Please Describe
•How Do You Know?
•What Stops You?
•In What Way Specifically?
•What Would You Need To..?
•How Can I Help You?
•What Concerns You?
•Well, Go On Then!
remember to soften the question:
I'm interested in understanding ..... what are you comparing that too
To help me understand ......
I'm curious to know (thanks Lorraine) ............

July 2009 - QED Top 10 Ideas from Participants

Instructions to record your comments or Top 10 Tips -
please click on the word 'comments' just below and to the right of this text.
Once the window opens click on the 'jump to comment form' link at the top - then please type in your top 10 tips or any other comments you have following the workshop. You can include your successes and what worked for you as well.
Tick the box at the bottom that says annonymous and then click on the big publish button.
And thats it........