Your Consultation, Have You Thought About It Lately?

What exactly are you doing in your consultation?

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 I have been quiet of late, although August is a traditionally quiet month, it has been very busy for me. Business travelling, training and a week off ensured that my attention has been elsewhere. One of my trips involved some training in relation to sales, consultation style and negotiation.

 

The training was excellent, it involved elements and behaviours that I had already been undertaking in my daily work. But it gave me a clear structure and a better understanding of my own style. One of the exercises was audio recorded role plays practising our consultation or sales call technique.

 

I found these exercises excellent, when I played back the recordings it gave me clear ideas about my structure, about the manner I undertake a consultation. It was of real value to me to undertake the training, it may not have taught me completely new skills, but it did clarify a lot to me.

 

I can hear you, so what fat lad, what’s that got to do with me? 

 

Well, if I don’t regularly think about my consultation structure, when do you? When was the last time you considered, really considered, what you do and why you do it? It is a really worthwhile exercise to undertake and I really recommend the recording of your consultation. Maybe you could try it with another staff member, I guarantee that it will clarify for you what you are doing and how you are doing it.

 

I hope that it would also point out to you where you could change your structure to better effect and help you to hone your skills.

 

Regards

 

Geoff  

About Geoffrey Cooling

my name is Geoffrey Cooling and I am the author here at Just Audiology Stuff. I have been involved in the Hearing Healthcare Profession for several years now. I initially worked as a Hearing Healthcare Professional for a large national retailer in Ireland. After several years in Practice I was approached to work for a manufacturer, where I was employed for five years. I am now the Co Founder of a business called Audiology Engine. We design websites, undertake content marketing and generally look after everything digital for audiological practices. I am also a contributor to many hearing profession periodicals and websites. I have written two commercially available books, The Little Book of Hearing Aids which is written for hearing aid consumers and Audiology Marketing in a Digital World which is written for Audiology Practice Owners. They are both available in Paperback and Kindle versions on Amazon. I also write for consumers on the website Hearing Aid Know, which is a website with the mission of demystifying hearing aids, their types and their technology. I have a great interest in commercial strategy as it applies to Healthcare in general and specifically to Hearing Healthcare. I also have a great interest in the psychology of sales and human interaction. I have been involved with social media for some time, both personally and professionally. I find the engagement and discourse on some social media channels fascinating. I instituted social media strategy for the company I worked for as an experiment. That experiment soon spread throughout the company and I am proud to say that the company is probably one of the most active in the industry. I would like to point out that all views, opinions and thoughts here are mine own. Unless of course they have been planted by the pod people, you just can’t take your eyes off the pod people. Those views do not necessarily reflect upon any views or opinions held by my employer, if I ever get another one. I think that our industry is in the middle of a time of huge change, I think that the change will be forced by both internal and external pressure. I think that private Independent Healthcare Practices will have to be smart and lithe of feet in order to meet these changes. I hope that some of my blatherings are of benefit to those Practices, Independent Hearing Healthcare Practices need to survive. I believe that if that occurs it will be of real benefit to Patients. I hope that I, and my writings will play a small part in their continued success.

2 Comments

  1. Hi Geoffrey,
    It would be really nice to read more about consultation behavior. I mean, ways of doing a good consultation. Types of clients. Best procedures. Etc.
    Nice read, as always!:)

    • Thanks for the nice comment Fabian, if you download my free e-book it has some stuff on the consultation and consultation Practice. I will also write up some more with my changed thoughts. The e-book is a bit dated now, but I think it still has some value.

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