Page 28 - FG - New Franchisee - Clinic Operations - 2019

New Franchisee Clinic Operations
Facilitator Guide

• Welcome
Day One • Meet The Joint

• Introduction to Wellness Coordinator Role

Five Step Sales Process ( 5)

Facilitator Led

Instructions
Facilitator
Notes The five-step sales process guides the Wellness Coordinator and Doctor of
Chiropractic through each step of a patient visit where there is an opportunity to help
patients begin a wellness plan Read pages 9-19 in the W C Manual to learn about
DO: Discuss the sales the five-step sales process and complete the questions below
process with the
participant Refer to the
W C Manual for helpful Step 1 Step 1
dialogue and information Greet & Welcome &
about each step in the Build Rapport Build Rapport
process Review the Step 5 Step 2 Step 5 Step 2
summary of each step Overcome
Exam &
Warm
with the participant Hand-o Adjustment Objections & Patient
Intake
Close
ASK: “What are some
sales techniques you D.C. W.C.
have seen work well (in
general)?” Confirm Treatment
Next & Goal Present Plan Patient
Options
(Discuss the techniques Visit Setting Flow
and how they relate to Step 4 Step 3 Step 4 Step 3
The Joint’s)

© 2019 The Joint Corp. All Rights Reserved. 28 Published on: 05/31/2019