I’ve heard that the doctors don’t spend enough time with patients.

Underlying Concerns:

• The prospect may feel that doctors at some facilities are rushed or don’t take the time to listen to patient concerns, leading to poor outcomes and dissatisfaction.
• They might have experienced or heard about short, impersonal consultations where patients feel neglected or uninformed.
• The prospect likely needs reassurance that your doctors prioritize patient engagement and spend adequate time to understand their needs.
• They want to feel confident that they will receive thorough, attentive care and won’t feel rushed during appointments.

How to Tackle the Objection:

1. Acknowledge their concern about time and attention: Show empathy by recognizing that feeling rushed or overlooked can be frustrating and impact care quality.
2. Highlight your commitment to patient-centered care: Emphasize that your facility prioritizes quality over quantity in consultations, ensuring that each patient gets the attention they deserve.
3. Describe your appointment approach: Explain that your doctors are trained to provide thorough consultations and focus on clear communication to ensure patients understand their treatment plans.
4. Provide examples or testimonials, if applicable: If possible, mention patient testimonials that reflect the positive experiences patients have had with your team.

Sample Script (Detailed and Simple Language):

Prospect: "I’ve heard that the doctors don’t spend enough time with patients."

You: "I completely understand, [Prospect’s Name]. It’s really important to feel that your concerns are heard and that your doctor is fully engaged in understanding your health needs."

• "At our facility, we focus on patient-centered care. This means that our doctors prioritize quality time with each patient, listening to their concerns and explaining treatment options clearly. We make sure our appointments are structured so that patients don’t feel rushed or overlooked."

• "In fact, our doctors are trained to engage deeply with each patient. We encourage open dialogue during consultations, so you can feel comfortable asking questions and fully understanding your treatment plan."

• "Many of our patients appreciate the time our doctors take to ensure they feel heard. I’d be happy to share a testimonial from a patient who was initially concerned about this but had a very positive experience. Would that help give you more confidence in the quality of care we provide?"

Probing Questions to Engage the Prospect:

• "Have you experienced rushed appointments in the past? I’d be happy to explain how we ensure each patient gets the attention they deserve."
• "Are there specific aspects of patient care that are most important to you? We can make sure our approach aligns with your expectations."
• "Would seeing a patient testimonial help reassure you about the time and care our doctors provide during appointments?"

Call to Action:

Offer to share a patient testimonial or describe your appointment approach in more detail to help the prospect feel reassured about the quality of interaction they can expect with your doctors.

Example:
"Let’s go over our approach to patient consultations and how we ensure that each appointment allows enough time for thorough discussions. I can also share a testimonial that highlights our commitment to attentive, patient-centered care. Does that sound good?"

Key Points to Emphasize:

1. Patient-Centered Care Approach: Reassure them that your doctors are focused on quality consultations that prioritize listening, understanding, and answering patient questions.

2. Structured Consultations: Emphasize that your facility structures appointments to ensure doctors have enough time with each patient, so no one feels rushed.

3. Commitment to Open Dialogue: Mention that your doctors encourage open communication, making patients feel comfortable asking questions and fully understanding their treatment options.

4. Patient Testimonials: Provide a testimonial from a previous patient who had a positive experience, which can help the prospect feel more confident in your facility’s approach to care.