Master The Art of Patient Conversations: Hoang's Tips on How To Speak & How To Sell!
===
[00:00:00] If you're in cash sales, I'm in cash sales, my clinic is cash sales. I, I just had a conversation, like I had a training with my own team, how to speak and how to sell like that all day, every day. How to speak and how to sell. And if you can't do it from a patient level, is gonna be really hard to sell to them.
[00:00:22] Right? And I want you to always think about, I always, always want you to think about the patient.
[00:00:30] What do they want? Right? What do they want? There's always something underlining that, whatever they want, right? So a patient comes in today, um, we get people like that. I, I want this. Oh, great. I, I, I do. Oh, you want ultrasound? I do ultrasound now. I'm very particular on when I do ultrasound. Let me ask you, what makes you want to have ultrasound?
[00:00:57] Oh, it's fucking boring as shit. I hate [00:01:00] ultrasound, right? Like personally hate ultrasound. What makes you want ultrasound? Did you hear it from somewhere? Did someone tell you about it? Um, oh, well, I had it before years ago because I know another therapist did it to me. Did it help you? Well, I don't know if it really helped me at all.
[00:01:20] Then why do you want it? Yeah. Am I okay? Am I okay to try something else with you that might help you? Right. You know, you wanted a couple more sessions? I, I wanna help you. What's bothering you the most? What's bothering,
[00:01:46] what I'm not trying to say, bothering
[00:01:51] you the most, right? What do, what's bothering you the most? What And an arthritic patient. What's bothering you the most? Well, [00:02:00] I can't make a fist. And, um, when I make a fist, it really hurts. Is that what she said? Mm-hmm. Right. Okay, great. She can't make a fist, but she just has this chronic thing everywhere.
[00:02:12] Okay, great. Everywhere. I'm so right. Oh my God, I'm so glad that that's what you said because our three, you, you arthritis pain, like when I treat other people with arthritis pain, They have the same problem you have. They can't make a fist. They're so painful, they're stiff. Well, let me tell you, ultrasound actually doesn't help with that.
[00:02:34] Am I okay to tell you about ultrasound? Usually it's when you have a one part, one pinpoint part that's painful. Do you have one, only one part that's painful or everything is painful? Everything is pain. The ultrasound's really not the best treatment for you. Am I okay to try something else? Right. She, some people love modalities.
[00:02:57] I'm not a big modalities. Me too. [00:03:00] Do you mind if I spend two sessions? Do you like hands-on treatment? I like hands-on treatment. Do you like hands-on treatment, Dina? I do though. Okay. I do do the massage and stretches. Right. So do you, and so then you can ask if it like, I'm a big for what you have. Mrs.
[00:03:21] Chronic hand arthritic patient. Um, I find that like really good hands-on stretching is the most beneficial. And can we spend some time today working on that? And then you work on don't work on flexion work into extension. Actually, if you work the elbow and the wrist and you work the shoulder, your fingers might get better.
[00:03:48] So the key thing here is you're gonna test, do and then test, right? Where are you [00:04:00] right now? Just look at your hand. Ugh. Ugh. How bad is it? Mild, moderate or severe? Mild, moderate or severe? Grapes? Moderate. Perfect. I'm gonna spend 10, 15, 20 minutes. I'm gonna stretch you out. We're just gonna go into extension.
[00:04:14] We're just gonna go into extension, whatever. We're gonna go into extension, I'm sorry, extension. Now, you can work on one body part at a time, and then you test it. So if I go and I work on this and this and this, did it get better? Did it get better? Did you feel an increment of. Relief because you're just looking for increments of, uh, relief.
[00:04:36] Hey, thanks for listening . If you are brand new to the hand therapy world, head over to my website, www . Hand therapy secrets.com, where you can get started with some of our free guides and paid programs for both OTs and PTs diving into the world of hand therapy. Or if you've been listening for a while watching on our YouTube channel and you think you could benefit from developing and moving your career further along in hand [00:05:00] therapy, reach out to me and my team at info @ Hand therapy.secrets.com and tell us exactly what you're looking for, By the way, if you know someone who could benefit from today's show, please share.
[00:05:11] Thanks. See you on the next episode.
