2. Journey

(With a Guide)

The Guest needs to know TWO things:

1. That Allied professionals will guide them to where they want to be
2. That there is a clear plan of how they’re going to get there

Paradigm Shift:

“You sound like a great candidate for our services. We’ve helped many guests just like you get back to ….”

“What benefits do you think will come from this?”

The Plan

The Direction:

• Treating therapist
• Number of Visits
• What we’ll be working on
• Progress Report date
• Check up Appointment

The Explanation:

Explain why you have made these choices

The Recording:

Record info in “The Journey” Sheet
(Located in Eval Folders and each treatment area)

Overcoming Objections

Paradigm Shift:

“Can you think of any reason why you wouldn’t be able to complete this plan?”

Overcome objections to help them stay on the journey

• How much has this injury already cost you?
• What would you being willing to pay if you could guarantee that this will get you back to what you love?
• I understand how you feel; we’ve had many guests feel that way at first. However, many have discovered that the services we offer are worth the price.

• How much time have you already spent because of this issue?
• How much time would you be willing to spend to resolve this issue for good?
• I understand how you feel; we’ve had many guests feel that way at first. But many have discovered that they’re willing to put aside other things for the sake of their health. Is there any other adjustments we could make to get you back to what you love?

• Is there any activity that you can perform easier or better since you began therapy?
• I understand how that can be frustrating. There are times when progress isn’t as quick as we would like, and sometimes we have to make adjustments to the plan. However, many of our guests discover that they are able to achieve their goals as long as they stay on course.