Current Efforts => What's Stopping You, Why Now?

Question 1

What are the 3 sections after Uncover, in order

Answer 1

CURRENT EFFORTS
WHAT’S STOPPING YOU & WHY NOW?
BRIDGE FROM UNCOVER.
……

Question 2

CURRENT EFFORTS

Answer 2

Okay, so it sounds like [problem] is a big issue for you. May I ask, what are you doing to fix that right now, and why do you think it’s not working?
.

Goal: have them come to the truth that what they are doing is not working

Have you worked with a coach to help you fix this?
.
With or without a coach
Why do you think that didn’t work for you?
Goal: Later, in Sell the Solution, use what they say here to show them how our program is totally different
.
If they worked with a coach May I ask, who did you work with?
.
Would you mind if I ask you what that program cost you?
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What’s the worst part about not having been able to fix <$PPO Write Offs/year or other problem> for you?
.
If they don’t answer, is it A, or B, or something else?

Question 3

WHAT’S STOPPING YOU & WHY NOW? PART 1

Answer 3

Please know that I’m only here to help… may I ask, what do you think has kept you from figuring this out? What’s been in the way?
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Okay so you’ve had these problems for a while… what happened recently that made you want to fix it now, I mean, what happened specifically?
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Okay, so you’ve been struggling with <problem> for <how> now…and I want to acknowledge your tenacity by the way…you are NOT someone who gives up! Why is fixing this a must for you right now?
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How else would that negatively impact you?
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Is there any other reason this is so important now?</how></problem>

Question 4

WHAT’S STOPPING YOU & WHY NOW? PART 2

Answer 4

Now, I hate to ask this, but what’s your plan if nothing changes?
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What happens in six months if you haven’t fixed this?
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Be sure you get SPECIFIC consequences and a SPECIFIC deadline to fix the problem!
If you get resistance, or a lukewarm response like, “Well, I guess I’ll just keep going…”
Heaven forbid, you never change and go to your grave without building your dream, what would be your greatest regret?
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Are you willing to settle for that?
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(last chance if they don’t express any TRUE URGENCY TO FIX THIS)
We’ve worked with thousands of dentists over the last 23 years, and the difference between those who just survive and the multi-millionaires is they have a strong reason why
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So what’s your reason why this is a MUST for you right NOW?

Question 5

BRIDGE FROM UNCOVER TO THE 3 TRAITS

Answer 5

Thank you for sharing. That was really helpful. I’ve got clarity on what’s not working,