The Shortcut to Better Sales Calls… QUALIFY Your Leads First!! Interview Pt. 3 of 3 with Eddie Ernst

In Part 3 of 3 of this sales-focused series on What's Best For The Patient Is Best For Business, Jerry is joined once again by Eddie Ernst to dive deep into the critical mindset shift needed for successful sales in healthcare—prioritizing arrivals over just filling schedules.

Jerry and Eddie discuss the importance of qualifying leads effectively, ensuring that the right patients (or clients) are the ones booking appointments—those who will arrive, pay, and stay committed to their care. They break down key strategies for detaching from the outcome while staying fully engaged in the process, emphasizing that sales isn’t about manipulation but about helping people make informed decisions that align with their needs.

Key Takeaways:

• Qualifying Leads Matters – Not every inquiry is a good fit. Learn how to ask the right questions upfront to determine if a potential patient is ready, willing, and able to commit.

• Detach from the Outcome – Focus on the process, not just the sale. This mindset allows you to serve better without emotional burnout.

• Mindset Over Money – If someone isn’t ready to invest in their health (financially or mentally), no amount of persuasion will change that—and that’s okay.

• Acknowledge, Respond, and Close that Door – Handle objections (like cost or insurance) by acknowledging concerns, providing value, and steering the conversation back to the patient’s needs.

• The Meaning of Patient-Centered Care – If the priority of your calls is getting patients scheduled instead of determining what value you can provide them, you shouldn’t be calling your business “patient-centered.”

Tune in to this no-nonsense conversation that will challenge how you think about sales in healthcare—whether you're a PT, clinic owner, or sales professional. If you’ve ever struggled with no-shows, cancellations, or low conversion rates, this episode is a must-listen.

Listen now and learn how to stop chasing appointments and start securing committed patients!

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