Jeff Langmaid says clinicians should prescribe a defined course of care with a clear timeline and cost upfront, not one visit at a time. If you feel awkward explaining the plan, your process is weak, not your sales skills.
Clinically, with real confidence, we know the patient sitting in front of us needs a course of care, not one visit, not, well, let's do a few and see how you feel. A real care plan, a course of care. And when you get to the part where you have to say it out loud and lay out the plan and talk about the timeline and the cost, something in your chest tightens and it just doesn't feel right. And you know, to me, this is a signal that you don't have a good process, not that you need to become a better salesperson.
