I’m sure you’ve heard of the term “fake it ’til you make it”?

While there’s some merit in the concept (specifically taking action even if you haven’t perfected your particular activity), far too often this line of thought will undermine your long-term success.

Why?

The reason is, you can’t fake one of the most fundamental psychological states required for success in practice, sales and entrepreneurship…and that’s confidence.

Authentic confidence, as opposed to the superficial BS that most people can see directly through, makes it very difficult for the person sitting directly across from you to deny your position or object to it.

Therein lies the incredible value of The Assumption Play.

Yet another play from The Chiropractic Sales Playbook that when developed, will yield tremendous, almost unbelievable results.

Having this play in your repertoire is one of the central reasons some chiropractors can say the craziest things and still motivate and move people.

I would even go as far as saying it’s THE MOST important determinant in your success as a chiropractor. The confidence and strong belief in yourself, your product and your skills sets the stage for everything else.

Of course, matching authentic confidence with solid communication, a great team and well organized systems (the LBD way!) will give you the upper hand.

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What is hyperclarity?

Well, it’s exactly what you think it is…being extremely clear.

In the context of a Chiropractic practice, it means communicating in a way such that your patients will understand exactly what you mean with zero uncertainty.

Why wouldn’t a chiropractor or any health care provider (or any person) not want to do that?

It most cases, it’s not a case of not wanting to, but instead a case of not having the strength of character to see it through.

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This episode is an extra special one! I’m coming to you live from Life Con ’17…the annual live training event hosted by Life By Design.

This years topic “The Chiropractic Sales Playbook” put a cap on our three year run addressing the trifecta of major areas your business needs to excel for long term success – Marketing, Sales and Retention.

The concept of selling in health care is an especially sensitive topic and even more so in the Chiropractic profession.

That made this first presentation so vital the outcomes for the rest of the event…I needed to set the stage for what was to come and ensure the attendees were interested in learning more and were ready to dig in to the content.

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You may have noticed…

We’ve been talking at length about “sales” over the past couple months.

Yes, that’s the topic of our upcoming live event called Life Con AND it’s also one of the most important fundamental components of your success infrastructure.

Let’s not forget that selling is a good thing. It’s getting people engaged in a future result that is good for them…it’s a win-win in every single way.

Because of that, not having a sales process or skill set will tank your business as fast as not having any new prospective patients.

In a Retention Based Practice, which we strongly endorse, you will depend on guiding people through the decision making process and getting an abundance of yeses.

Without strong agreements, you’ll need a constant stream of new prospects just to survive.

We have identified 10 situations that require a specific sales strategy, however, there are 3 areas that most often go overlooked and are probably costing you countless amounts of profit and potential impact in your community.
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