Discovery method question cheats

Questions to Ask
• SMILE!!!
• Stop. Breathe. Smile!
• Ask yourself what you want to
accomplish with this call

Introduction
• Hi _________, This is Connie from
WLF.
• (Stop. SMILE!!! Breathe!)
• I received your candidate form you
submitted, and I’m sorry it’s taken so
long to get back to you!
• Do you have a moment to chat?

Introduction
• Thanks! I’ll be brief – I know you are
busy! :)
• So, I'm just curious – (SMILE) what
brought you to fill out that form the other
day?

Introduction
• Listen. REALLY Listen.(hand write it
down)
• Pause. Respond with short story
validating the reason they share with
you.
• Eg. If they know someone who did it, you might share
that many of your patients have been referred by
friends because they’ve done so amazing.

Introduction
• So, I'm just really curious - what are
YOU most curious about?

Introduction
• Listen. REALLY Listen!(jot it down)
• Pause. Answer with a story/example.
• Then ask: But everyone is different - is
that how you feel too?

Introduction
• If they ask about pricing:
• Payments start at $281 a month OAC, and
the most expensive package is $23,900 for
the luxury option, and the regular program is
$13,987 and covers everything you will need
– your flights, your support, the surgery! Plus
– it’s a tax deduction 
• Then ask: Is that about what you were
expecting?

Introduction
• If they say yes or wonder about the
payments:
• Would you like to chat with one of our finance
managers about what payment options there
are?

Introduction
• So, there’s a lot we do! What else would
you like to know or are you curious
about?

Introduction
• Pause. Answer with another
story/example
• Then ask: Is that where you are coming
from too?

Introduction
• Now is a great time to find out more
about who they are:
• So, what DO you do for a living?
A) what got you into that?
B) what keeps you there?
C) what's next for you?

Introduction
• Pause. Respond with short story of
another similar patient - validating their
story.

Introduction
• What else would you like to know or are
curious about?

Introduction
• Repeat: Question, Story, Validate

PLANNING NEXT ACTION
• You must ALWAYS set up a next
ACTION step before ending a
conversation or email!
• Never end a communication without a
clear next step.

• Once they have most questions
answered or they need to go:
• Would you like me to mail you an
information guide?

• If yes, share: Most people love having
the printed guide because they can
share it with their husband and a lot of
us find it easier to read information
when it’s in our hands and we refer
back to it.
• Let me confirm your address: Is it…??

• Share: I find a lot of my patients like it
when I email them the link to the digital
information guide in the meantime. It
doesn't replace having a physical copy -
but most of my patients like being able
to start going over it before the mailed
guide arrives - would you find that
useful too?

• If yes: Great! I'll send that out to you -
could you do me a favour and email me
back a message saying you got it - just
so I know you received it ok :)

• Share: Most of my patients like having a
day or so to look through the
information guide and they always have
more questions at that point!

• When would you like to chat again and I
can answer the questions you'd like to
know?
• Does tomorrow about this time work for
you?
• I’ll send you an email too!

• If further than 24 hours: Set up time and
reconfirm :) send reminder email the
day before!

Discovery Method
((THEN… Rinse and REPEAT))

NEXT STEPS
1. Find out if they qualify for surgery
2. Confirm appointment to see their doctor
to start their FREE medical assessment
3. Arrange meeting to review Step By Step
Guide

Discovery method question cheats

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Discovery method question cheats