Description
Welcome back to the Cash Physical Therapy Headquarters Podcast! In today’s episode, we dig into why prospects don’t say “yes” — and how to fix it with ethical persuasion, not pressure. Before scripts and talk tracks, Ben and Jordan lay out the foundational beliefs every cash PT needs to enroll patients confidently: sales as service (not convincing), detaching from the outcome so you can lead with tough but honest questions, selling transformations instead of features, why premium pricing increases commitment and outcomes, and embracing sales as a core clinical skill. You’ll hear practical examples (piercing questions that uncover true motivation, framing outcomes vs. visits, handling “no time/no money,” and aligning compensation and KPIs) so patients come to their own conclusion to start care now — for their reasons, not yours.
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