So, let’s talk about the reasons why your doctor struggles to sell you the promise of better health…
How comfortable are you talking about Have you ever wondered why no matter what your doctor says, it doesn’t seem to stick and just goes in one ear and out the other? It’s not that they lack knowledge or expertise. For some reason, though, they really can’t seem to persuade you to do what they’re saying.
Truth is, while doctors are trained to diagnose and treat, we’re not taught how to motivate patients to take charge of their health—a concern that’s been overlooked for far too long; a problem that the system has yet to fix.
But if we don’t do something, it could lead to a growing disconnect, resulting in poorer health outcomes among many others.
That’s why in this episode, we’ll uncover the reasons for this struggle and discuss how salesmanship and coaching enhance doctor-patient relationships and pave the way for better outcomes in health.
Whether you’re a healthcare professional or a patient, join us in yet another episode of Medicine Mondays and learn how we can make a difference. After all, transforming healthcare starts with changing how we communicate and connect.
Why you need to check this episode:
– Learn how training gaps affect a doctor’s skills in persuading patients to make healthy choices;
– Understand why a patient needs a coach in their physician, hence the need for doctors to be great coaches as well; and
– Discover tips you can use (if you’re a physician) to sell your patients on being healthy
“Patients need a coach in their physician.” – Dr. Berry Pierre
Topics Covered:00:00 – On Today’s Episode: Why your doctor has so much trouble selling you the promise of being healthy
02:13 – Reason #1 (Training Gaps): The lack of training for doctors in persuading patients to make healthy choices
04:17 – Reason #1.1 (Communication Skills Deficiency): How medical education fails to teach effective communication between doctors and patients
05:47 – Reason #2 (Systemic Issues in Healthcare): How time constraints and quick fixes overpower the must-have long-term strategies in the system
09:36 – Reason #3: (We are NOT Natural Salespeople): Emphasizing that doctors are not salespeople, nor trained to be one; hence the lack of “selling” skills
12:17 – Reason #4 (A Good Doctor but Not a Good Coach): Doctors to adopt a coaching role to better engage and educate patients
19:06 – From Dr. Berry to You: An introduction to a set of tips one can use to sell your patients on being healthy
19:39 – Tip #1 (Slow Down): Take your time with patients despite time constraints
20:04 – Tip #2 (Listen, then Answer): Allow your patients to express their concerns, listen to them, then answer their questions
21:29 – Tip #3 (Elicit Questions) Ask if they have any more questions, and if they do, answer them
22:32 – Tip #4 (Ensure Zero Lingering Questions): Make sure that before they leave, there are no unresolved questions from them
23:50 – Outro: Hopefully, you got the answers today
Quotes:
“After about a decade of experience, I’ve realized that the reason why some doctors are able to get results where others just aren’t is that some doctors are much better at selling the aspect of being healthy than you are at the need to buy being healthy.” – Dr. Berry Pierre
“You need to understand that your patients need a coach in their physician…because they need someone who will walk them down the path, explain [to] them what needs to be explained, [and] not necessarily be constrained by any time-related issues of why I can’t go into detail the way I need to go into detail.” – Dr. Berry Pierre
“Doctors could be great doctors, but if they’re not great coaches, guess what? They’re going to have a hard time selling you their service, they’re going to have a hard time selling you your health, [and] they’re going to have a hard time selling you your health outcomes.” – Dr. Berry Pierre
“Majority of doctors, especially the good ones, don’t really need 15 minutes to diagnose and treat. What they need is about 15 minutes to diagnose, treat, and then educate.” – Dr. Berry Pierre
“If they have zero questions and they have zero objections, then they’re going to follow what they need to follow.” – Dr. Berry Pierre
Mentions:
Let’s Connect:
Please SUBSCRIBE for new videos every Monday afternoon and Thursday Evening
