Page 35 - FG - New Franchisee - Clinic Operations - 2019

New Franchisee Clinic Operations
Facilitator Guide

• Welcome
Day One • Meet The Joint

• Introduction to Wellness Coordinator Role

Sales Focus ( 5)

Facilitator Led

Instructions
Facilitator
Notes Shadow the W C and observe the how the W C presents plan options to the patient
and overcomes objections Observe the D C in the back of the office as well and
take note on the D C involvement in the sales process as a trusted advisor Take
DO: Discuss the notes in the space provided
observations of the
participant in how the Questions Answers
D C talked to patients,
the D C hand-off, and
the W C role in the sales How did the W C
process During this present the plan (Participant notes)
section, the participant options to the patient?
observes the D C steps
in the sales process and
the last two W C steps How did the W C ask (Participant notes)
in the sales process, for the sale?
Presenting Plan Options
and Overcoming
Objections and Close How did the W C (Participant notes)

ASK: “What stood out to overcome objections?
you in the observation?”

What did you observe
about the D C ’s (Participant notes)
involvement in the
sales process?

© 2019 The Joint Corp. All Rights Reserved. 35 Published on: 05/31/2019