In this training video, Kelly Alhooie walks healthcare practitioners through a systematic approach to handling the three most common sales objections—spouse approval, lack of time, and cost— that can cost a practice thousands of dollars in lost revenue. She introduces “My Digital Mind,” a coached digital practice app that contains all of the team’s objection‑handling scripts and provides real‑time feedback, allowing clinicians to rehearse scenarios as if a live colleague were present. Kelly then demonstrates two core objection scripts: (1) the “husband” objection, using a role‑reverse technique that reframes the spouse’s influence as a supportive ally and pivots to the patient’s desired outcomes; and (2) the “no time” objection, offering tiered solutions such as tele‑therapy, self‑paced courses, and flexible scheduling to accommodate busy patients. She closes each scenario with a pricing discussion, presenting a choice between a single upfront payment or installment plans, and confirms the next steps. Throughout, the tone is instructional and conversational, emphasizing practical language, empathy, and closing tactics that turn resistance into commitment.
Chapters
Those are going to be the 4 things that basically they're going to come at you with. And you have to keep continuously practicing, which is why we gave you guys our digital mine, which you can practice these objection handling with our actual digital mine. So all you do is say, hey, Pelvi Biz, I need to practice objection handling. What happens if someone says I have to talk to my husband? And then it will tell you what, what you want to say. Like, it'll give you immediate feedback. It's like I'm there with you. It is my voice. I program the thing. It is all the things. It has all of our scripts. It has everything. It's freaking amazing. Okay, but that's where you really use My Digital Mind. Now you can use it for treatments, you can use it for anything and everything. Everything I've learned like over the last 8 years is that is in that app, just so you know. But it really— where I see it really shining and helping you guys is having a buddy to practice with how to handle objections. So you're going to ask it, hey, what happens when someone says, I have to speak to my husband? So this is what I do when they say that to me. Yeah. Okay. Okay. Yeah. I got to speak to my husband before I make this commitment. Okay. Let me ask you this. Let's just pretend for a second. Let's role reverse. If your husband was on the phone with me right now and he had back pain or he had hormone issues, Would you physically and mentally support him? Well, yeah, I mean, I guess so. Yeah. Okay, well, why would you support him? Well, I would support him because I know he has to be around for our kids because he watches them half the day, and I need him to be able to lift and carry things around the house. So I really would support him because it would help us around the house. Okay, so let's, let's roll reverse that back. Then do you think your husband would support you financially and mentally as well in the things that you're going through right now? Yeah, yeah, I guess, I guess so. Okay, well, why do you believe he would do that? Well, he would do that because he wants me to feel better and he wants me to be able to like play with the kids and not feel like that I can't do that. Okay, so then don't you think today that we should go ahead and book this so that you can go ahead and start being able to play with your kids, feel like yourself again, feel more confident. You know what, I guess you're right. Okay, go ahead and book that. Guys, that's how that goes with husband objection. Let's go over time objection. Yeah, so I don't have enough time. What did the lady say? Like, I don't have enough time for this. Okay, I hear you. Some of our patients actually say this to us, which is why we have options. Option number 1, we can actually do teletherapy where— or telehealth— where we meet you over the Zoom and we can actually go through every single thing we need to do over a Zoom call. That's going to save you drive time and time coming, coming and going. How does that sound? Well, it's still like, I still have to like do this like once a week and it just seems like a lot. Okay, no problem. Well, we have another option, which is a self-paced course that you can do when you have the time. I recommend that you, you know, at least have some kind of guidance and come in, but if time is really a constraint for you, then we can do a self-paced course that you can do at 9 o'clock at night or 10 o'clock at night when you have time, because I know you're a busy mom, you have a very busy schedule, and it's gonna get you the results because it has our unique method built into it. Does that sound good? Okay, yeah, that might sound good. Okay, how much is it? Okay, well, let me know, let me ask you this. Would you like to pay in 3 installments or would you like to pay in full? Well, like, how much is it? Oh, okay, yeah, it's, I'm making these numbers up, it's $1,500 up front or break that down into 3 payments? Which one would you prefer? I'll do the 3 payments. Okay, cool. I'll send that over right now and you can go ahead and get started. And then, you know, we'll check in in a week from now to make sure that you're in and everything is good and you feel confident in the program. Does that sound good? Yeah, that sounds great. Okay, cool. And we move on from there.
