Course curriculum

  • 1

    TEAM TRAINING RESOURCES

    • Download and Print ONE Copy (for each LEADER only)of: Phone Ring to Relationship Leadership Guide

    • 1. Download and Print Enough Copies for Each Team Member: Question Cue'd Team Activity Playbook
  • 2

    QUESTIONS ARE THE ANSWER INTRODUCTION

    • Questions are the Answer
  • 3

    THE PATIENT'S PERSPECTIVE

    • Primary Interest: What the Patient Wants

    • Emotional Motivation: What Matters Most to the Patient

    • Primary Concern: What the Patient Is Avoiding
  • 4

    GUIDING CONFIDENT CHOICES

    • The Law of the Herd: People Want to Do What Other People are Doing

    • Finding the "YES": Turn Limitations into Options
  • 5

    FROM REFLEX TO RELATIONSHIP

    • Openers and Closers: From Monologue to Dialogue

    • Echo and Explore: Connection Starts with Curiosity

    • Say Their Name: A Small Habit. A Big Impact
  • 6

    PUTTING IT TOGETHER: CONVERSATION FRAMEWORK FOR PATIENT OBJECTIONS

    • When to Ask and When to Honor: The Difference Between Objections & Conditions

    • Putting It Together: Conversation Framework for Patient Objections
  • 7

    QUESTION CUE'D GAME SHOW ACTIVITY!

    • 2. Question Cue'd Intro and Instructions

    • How Long Is This Going to Take?

    • How Long Is This Going to Take. Possible Questions

    • Is This Going to Hurt?

    • Is This Going to Hurt? Possible Questions

    • I Need to Talk to My Partner/Think About It

    • I Need to Talk to My Partner/Think About It. Possible Questions

    • Do You Have Any Appointments on Saturdays?

    • Do You Have Any Appointments on Saturdays? Possible Questions

    • Necessity Concern

    • Necessity Concern. Possible Questions

    • Cost Concerns

    • Cost Concerns. Possible Questions

    • Bargain Hunter

    • Bargain Hunter. Possible Questions

    • Insurance Coverage

    • Insurance Coverage. Possible Questions

    • Do You Take My Insurance

    • Do You Take My Insurance. Possible Questions

    • Join Insurance List

    • Join Insurance List. Possible Questions