How Your Staff Can Close More Aesthetic Procedures
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sharing with you. And, the patient is more likely to hear what you have to say if they have been heard first. Listening is harder said than done but well worth the effort. The patient who is given the opportunity to talk will most likely tell you exactly what her concerns are as well as her objections. You don’t have to pull it out of them. Simply listen.
Closing Techniques
Your patients may also need some gentle nudging from you and your staff. Some of them may feel selfish spending their (family’s) money on such vanity issues or they may not feel worthy of such indulgence. Let them know it’s OK for them to invest in themselves. That the better they feel about themselves, the better life will be for them and everyone around them. Addressing their emotional needs is often the difference between a “let me think about it” to
