“I don’t have any problems at all” said a tall, gray-haired gentlemen staring me down across the table.
I had heard this many times in my office. This difference with this situation was that his wife wasn’t really disagreeing with him.
“So I’m really confused.” I said. “What brought you in today then?”
“My kids say that I can’t hear anything.” He said.
I then began to ask questions as I always do. Questions that would give me insight into any pain attributed to hearing loss he may be experiencing. NOTHING.
To make matters worse, I couldn’t get much out of his wife at all.
To be honest, I was starting to have my doubts. I wasn’t giving up just yet though. I pulled out a little list of 25 one syllable words that was going to give me a true test.
Once I was done going through this test, he did a complete 180. By the end of the evaluation, he and his wife purchased our top of the line hearing aids.
A TEST THAT WILL CHANGE THE GAME FOR YOU
How did he go from “I don’t have any problems at all” to purchasing the best hearing aids we had?
One simple yet very effective test.
If you consistently use this properly in your evaluation, it will help you create a ton of leverage with your patients that will not allow them to deny that they have a problem.
It’s called the Familiar Voice Test.
It’s very simple yet effective. All you’re doing is having the 3rd party read a specific list of 25 one syllable words to the patient. It’s done in the 3rd party’s normal voice. They are sitting about 10 feet apart from each other.
HOW TO EFFECTIVELY ADMINISTER THE TEST
Each word is only read one time. Don’t allow the 3rd party to repeat any words. Even if the patient asks them to. The patient will be facing the 3rd party but with the patient’s eyes closed.
You explain to the patient that what’s going to happen and how to respond. You then explain to them that normal hearing will get 100% on this test. If they get anything less they are running a risk of loosing their ability to understand speech.
If you set this up by discussing the John Hopkins University research that connects hearing loss and the loss of cognitive ability , it’s a very powerful pattern interruption that will get them to think.
Many times this has been the turning point for many of my patients. This is the moment when it becomes real. There is nothing to hide behind. It’s just their hearing and normal speech. Nothing more and nothing less.
When they start really having a hard time understanding what the 3rd party is saying, it will create all sorts of emotions for them. It helps you uncover some of the emotions they are experiencing during their normal day.
This also gives you a moment to tie those emotions to their hearing. It helps them realize their pain is directly related to their hearing. The only way to solve that is by getting help.
Executing this properly will make a HUGE impact in your business.
If you would like the full script and list of words we have used to help us create a 60% close rate and higher in our business, put in your name and email. We would love to give you the tools to help you and your practice succeed.