Individuals often focus solely on the aesthetics of products. The look of item or the price is frequently what first decisions are based on with the expectation of clear vision. There is an opportunity to educate patients on the total value for their complete eye health. 

Your team can provide this education with the best information available allowing individuals to make the most informed buying decision to enhance their ocular health. 

Blend the expertise your team has in providing exceptional patient care with the expertise in finding the right solution for each patient’s needs.

Communicate Value to Patients 

• The Product (What) 
• The Features (What it does) Aspects and/or facts about the product 
• The Benefit (What it means) How the features will meet the need of the individual patient 

Role Play At Your Practice

Role playing with real world in-office scenarios is an effective way to support each team member to build confidence, skills and abilities, and ultimately showing the team how to effectively communicate with patients. 

• Practice how to clearly present the value of the products and services you offer your patients. 
• Learn how to translate the features of products into benefits and create additional value for your patients. 
• Transitional phrases or bridges will help you your team make the connections that educates patients and gives patients confidence in the product they are receiving. 

Use the Coaching Guide as a reference on evaluating how well your team member communicated.

Download the Coaching Roleplay Scenarios below

RESOURCE: Coaching Roleplay Scenarios Workbook