From Planet Chiropractic .. http://www.planetchiropractic.com

Dr. Shawn Powers

In his book „UP FROM BELOW THE BOTTOM¾, B.J. wrote about Selling 
Yourself.

Many DC¼s have an issue with the idea of selling. I agree with B.J. people need 
chiropractic more than chiropractors need them and we are in the business of 
selling Health! It behooves us to understand the art of selling and how buyers 
make decisions.
So if you want more people in your community to be healthy, if you want to 
contribute to this planet, if you want to correct, prevent, and eradicate 
Subluxation this tip today is for you!
Research conducted by Target Training International has conclusively proven 
the following:

1) People buy from people who have behavioral styles similar to their own.

2) Salespeople tend to sell to customers who have a behavioral style similar to 
their own.

3) Sales people who are aware of their own behavioral style and learn to 
„blend¾ with their customer¼s style are able to increase their sales.
How many times has a patient not started chiropractic care because of the Dr. 
not „behaviorally¾ communicating with the new patient properly?

If you, the Dr. do not have a good understanding of your behavioral style, know 
your patients behavioral style, and have the ability to blend your style to improve 
communication you will consistently have challenges with new patient 
conversion, retention, and leadership of your team and community. You cannot 
treat everyone the same.

Some buyers (patients):

*	Like you to be direct.

*	Like to have fun.

*	Like new products.

*	Like proven products.

*	Like a lot of data.

*	Like to be touched.

*	Like personal talk.

*	Like time to think.

*	Like to negotiate

*	Like showy products

*	Like traditional products.

*	And some DON¼T!


If you utilize this information, and learn how to discern different
behavioral styles and blend your style and create procedures that take into 
account the difference in human beings you will increase your contribution to 
the health of your community and you will increase your practice. The first step 
is to have a style analysis of you done. If you already did this pull it out and use 
it!