I Object!

Overcoming Patient's Objections

 Mary E. Schmidt, ABOC, CPO 

Course Description: 

These days, it’s hard to argue with frugality.  Sometimes, however, quality should win out over price.   And proper eye care should fall in the “quality” category. This course will prepare your staff to help patients recognize how to make educated decisions based on a greater understanding of what they are getting for what they are paying. It will also allow you to respond effectively when a patient objects about the price of products or services.  After you learn these skills, they will walk away from your practice feeling as though they know more about the importance of quality and eye care.  And they will.

 

Learning Objective:

After completing this course, attendees will:

Increase practice profits

Improve multiple pair sales

Have a greater ability to understand patients

Learn to direct the information to what will stimulate a sale  

Increase their knowledge about products and services

Improve their ability to explain products and services  

Needs Assessment: 

All staff members willing to improve their patient communication techniques and increase practice profits.

Audience: Paraoptometric, Optician

Length of Workshop: 2 hours

Approved CE:  ABO, AOA