ABAD Absolute Advocacy (Objection Handling) Flashcards
Acknowledge Isolate Annihilate AIA
I can appreciate that you believe that (think about it, too much money, need to speak with spouse, office manager, partner), but is that the only thing stopping you from getting unstuck from being robbed by insurance, and going home exhausted every day, and finally getting your FREEDOM, and your life back?
ABAD 1)
Feel Felt Found
I understand how you feel. Other doctors have felt that way. But, we’ve been doing this a long time, and here’s what we’ve found to be true. It’s really interesting. It’s not whether or not you need (objection). The real question is whether or not you’re sick and tired of suffering the damage inflicted by PPOs and you’re ready to doing something about. (Don’t stop here)
If so, I made you an offer because I understand your problem and I know I can help.
(Close the Loop) The pain the PPOs is causing you is real and only going to get worse. Let’s rock this and get you out of it. So, which option works best, VISA or Mastercard, so we can get you out of PPO prison that you absolutely hate and give you the professional and financial FREEDOM you’ve always wanted?
ABAD 2)
Exactly Why
That is exactly why you need to take action now, to solve the problem.
That’s why I made you an offer. We can help you. The indecision is killing you…
You deserve to be able to take extended time off if you want, to truly be with your family, to be really present when you are with them, and to experience the JOY and LOVE life every day.
(Close the Loop) So, don’t overthink it; It’s a simple decision. We can do the monthly or the pay in full. Which do you prefer because I’m committed to helping you escape your prison of insurance dependence and give you back your happiness and freedom?
ABAD 3)
Come to Jesus (with deeply compassionate tone)
Dr. <name> Can I be honest? (Speak from your heart) (Speak to their Inner Superhero)</name>
I have no doubt you’re an amazing dentist. Please know I only say this because I care, but…
We’ve been on the phone for <length> and you told me why you don’t want that life. And you’re now fighting for your limitations. You’re fighting for why you can’t have the life you want. And no offense but you’re not the expert.</length>
If you want a new life then we’re going to need to make some changes and it’s going to require you to commit because no one’s going to commit to your dream except for you. Does that make sense?
Like I said, we’re talking about your dream. You don’t have to stay stuck where you are.
I wouldn’t have made you an offer if I didn’t know I could help.
(Close the Loop) So, which card do you want to put it on, so we can help you get unstuck and finally live your dream?
ABAD 4)
Keep in Context
Dr. <name> let’s keep it in context. This is really simple. Remember, we’re talking about getting you out of your PPO nightmare and being able to work less and spend more time with your family.</name>
And to KEEP IT IN CONTEXT, any single one of the strategies we’ll share will more than cover your investment for the entire program.
In fact, if you were to increase your personal income by $<net>, in the next 5 years that’s an extra $<5 times net income increase goal>!!</net>
(Close the Loop) Don’t overthink it. You deserve to have an amazing life and that’s why you’re on the call. Let’s just do the monthly payment so we can help you reclaim your practice and your dream. Go ahead and grab your card, and I’ll hold while you do.
ABAD 5)
You Have a Choice
I can appreciate that, and it’s really simple. Keep doing what you’re doing and the running from room to room and $<annual> will only get worse OR choose to take my hand and let me help you change your life. I wouldn’t have made you an offer if I wasn’t certain this would work for you. But I can’t want your dream more than you do…</annual>
Your patients and your family are depending on you and I can help you ensure that you make the most positive impact on their lives. I wouldn’t have made you an offer if I wasn’t convinced we can help.
(Close the Loop) You deserve a great life. Doesn’t it make sense to take a small step and let me help you do that now? Which option works best, so we can help you DECLARE FREEDOM from the PPOS and claim your life of JOY and ABUNDANCE?
ABAD 6)
Come to Jesus 2 (Final Truth) (Speak from your heart)
Can I be honest? Hey, you’re a great guy, and I honor you for reaching out. But I’m not sure we’re on the same page.
We’ve spent almost an hour together and I’m not here to argue that it’s better to be rich than poor. But now you’re fighting for your limitations. If you’re going to make this work I need you to fight for your dream. Because this only works for those who are willing to fight for their dream.
That’s why I said that the first trait is decisive. And you said you were.
I’m not here to close you. I’m simply here to help you solve the problem. I’m going to be fine either way, but this is really about you.
(Close the Loop) So let’s not overthink it. If you’re sick and tired of being sick and tired then grab your Visa or your Mastercard so we can help you get off of your PPO HAMSTER WHEEL, end the WRITE-OFF HEMORRHAGE, and finally get as much OUT of your practice as you’ve been putting into it for so many years …
And if not then let’s just part friends now. I’m not here to convince you. We both know you’re in pain and I wouldn’t have made you an offer if I didn’t know I could help. So tell me how I can best support you.
ABAD Order of 7
AIA
Feel Felt Found
Exactly Why
Come to Jesus I
Keep it in Context
You Have a Choice
Come to Jesus II
After All 6 They Still Said No
I can totally appreciate that. As I said in the very beginning, I’m just here to get to the best possible outcome that we can. let’s do this. the timing is not right for you just yet. I want to make sure you have access to some resources from Dr. Orent.
Are you in his free Facebook group? Jot this down. Go to Facebook. type in Facebook group PPO exit. It’s a great community of dental professionals. You’ll get a lot out of what the other members share, and Dr. Orent frequently drops in and shares free resources as well. If at some point in the future we can be of help or the timing is better don’t hesitate to reach out to me again. I wish you the very best. We’ll be here for you (don’t say this if you don’t want them in FSC!)
