Practice Development Consulting
Overcoming objections
23 August 2024
· 61 min watch
![Image of Bradley Botelho]({"xsmall":"https://www.zeiss.com/content/dam/med-hcp/reference-master/myzeiss/pdc/patient-attraction/converting-digital-leads/zeiss_speaker_brad_botelho.jpg/_jcr_content/renditions/original.image_file.100.100.file/zeiss_speaker_brad_botelho.jpg","small":"https://www.zeiss.com/content/dam/med-hcp/reference-master/myzeiss/pdc/patient-attraction/converting-digital-leads/zeiss_speaker_brad_botelho.jpg/_jcr_content/renditions/original.image_file.360.360.file/zeiss_speaker_brad_botelho.jpg","medium":"https://www.zeiss.com/content/dam/med-hcp/reference-master/myzeiss/pdc/patient-attraction/converting-digital-leads/zeiss_speaker_brad_botelho.jpg/_jcr_content/renditions/original./zeiss_speaker_brad_botelho.jpg","large":"https://www.zeiss.com/content/dam/med-hcp/reference-master/myzeiss/pdc/patient-attraction/converting-digital-leads/zeiss_speaker_brad_botelho.jpg/_jcr_content/renditions/original./zeiss_speaker_brad_botelho.jpg","xlarge":"https://www.zeiss.com/content/dam/med-hcp/reference-master/myzeiss/pdc/patient-attraction/converting-digital-leads/zeiss_speaker_brad_botelho.jpg/_jcr_content/renditions/original./zeiss_speaker_brad_botelho.jpg","xxlarge":"https://www.zeiss.com/content/dam/med-hcp/reference-master/myzeiss/pdc/patient-attraction/converting-digital-leads/zeiss_speaker_brad_botelho.jpg/_jcr_content/renditions/original./zeiss_speaker_brad_botelho.jpg","max":"https://www.zeiss.com/content/dam/med-hcp/reference-master/myzeiss/pdc/patient-attraction/converting-digital-leads/zeiss_speaker_brad_botelho.jpg/_jcr_content/renditions/original./zeiss_speaker_brad_botelho.jpg"} "Bradley Botelho")
Speaker
Bradley Botelho, Practice Development Manager, US East
Carl Zeiss Meditec USA, Inc.
![Image of Carol-Anne Poursaied]({"xsmall":"https://www.zeiss.com/content/dam/med-hcp/reference-master/myzeiss/pdc/patient-attraction/converting-digital-leads/zeiss_speaker_carol-anne_poursaied.jpg/_jcr_content/renditions/original.image_file.100.100.file/zeiss_speaker_carol-anne_poursaied.jpg","small":"https://www.zeiss.com/content/dam/med-hcp/reference-master/myzeiss/pdc/patient-attraction/converting-digital-leads/zeiss_speaker_carol-anne_poursaied.jpg/_jcr_content/renditions/original.image_file.360.360.file/zeiss_speaker_carol-anne_poursaied.jpg","medium":"https://www.zeiss.com/content/dam/med-hcp/reference-master/myzeiss/pdc/patient-attraction/converting-digital-leads/zeiss_speaker_carol-anne_poursaied.jpg/_jcr_content/renditions/original./zeiss_speaker_carol-anne_poursaied.jpg","large":"https://www.zeiss.com/content/dam/med-hcp/reference-master/myzeiss/pdc/patient-attraction/converting-digital-leads/zeiss_speaker_carol-anne_poursaied.jpg/_jcr_content/renditions/original./zeiss_speaker_carol-anne_poursaied.jpg","xlarge":"https://www.zeiss.com/content/dam/med-hcp/reference-master/myzeiss/pdc/patient-attraction/converting-digital-leads/zeiss_speaker_carol-anne_poursaied.jpg/_jcr_content/renditions/original./zeiss_speaker_carol-anne_poursaied.jpg","xxlarge":"https://www.zeiss.com/content/dam/med-hcp/reference-master/myzeiss/pdc/patient-attraction/converting-digital-leads/zeiss_speaker_carol-anne_poursaied.jpg/_jcr_content/renditions/original./zeiss_speaker_carol-anne_poursaied.jpg","max":"https://www.zeiss.com/content/dam/med-hcp/reference-master/myzeiss/pdc/patient-attraction/converting-digital-leads/zeiss_speaker_carol-anne_poursaied.jpg/_jcr_content/renditions/original./zeiss_speaker_carol-anne_poursaied.jpg"} "Carol-Anne Poursaied")
Speaker
Carol-Anne Poursaied, Senior Practice Development Manager
Carl Zeiss Meditec USA, Inc.
![Image of Iryna Zhukava]({"xsmall":"https://www.zeiss.com/content/dam/med-hcp/reference-master/myzeiss/pdc/patient-attraction/converting-digital-leads/speaker_iryna_zhukava.jpg/_jcr_content/renditions/original.image_file.100.100.file/speaker_iryna_zhukava.jpg","small":"https://www.zeiss.com/content/dam/med-hcp/reference-master/myzeiss/pdc/patient-attraction/converting-digital-leads/speaker_iryna_zhukava.jpg/_jcr_content/renditions/original./speaker_iryna_zhukava.jpg","medium":"https://www.zeiss.com/content/dam/med-hcp/reference-master/myzeiss/pdc/patient-attraction/converting-digital-leads/speaker_iryna_zhukava.jpg/_jcr_content/renditions/original./speaker_iryna_zhukava.jpg","large":"https://www.zeiss.com/content/dam/med-hcp/reference-master/myzeiss/pdc/patient-attraction/converting-digital-leads/speaker_iryna_zhukava.jpg/_jcr_content/renditions/original./speaker_iryna_zhukava.jpg","xlarge":"https://www.zeiss.com/content/dam/med-hcp/reference-master/myzeiss/pdc/patient-attraction/converting-digital-leads/speaker_iryna_zhukava.jpg/_jcr_content/renditions/original./speaker_iryna_zhukava.jpg","xxlarge":"https://www.zeiss.com/content/dam/med-hcp/reference-master/myzeiss/pdc/patient-attraction/converting-digital-leads/speaker_iryna_zhukava.jpg/_jcr_content/renditions/original./speaker_iryna_zhukava.jpg","max":"https://www.zeiss.com/content/dam/med-hcp/reference-master/myzeiss/pdc/patient-attraction/converting-digital-leads/speaker_iryna_zhukava.jpg/_jcr_content/renditions/original./speaker_iryna_zhukava.jpg"} "Iryna Zhukava")
Speaker
Iryna Zhukava, Former ZEISS Practice Development Manager
![Image of Matthew Boudreau]({"xsmall":"https://www.zeiss.com/content/dam/med-hcp/reference-master/myzeiss/pdc/patient-attraction/converting-digital-leads/speaker_matthew_boudreau.jpg/_jcr_content/renditions/original.image_file.100.100.file/speaker_matthew_boudreau.jpg","small":"https://www.zeiss.com/content/dam/med-hcp/reference-master/myzeiss/pdc/patient-attraction/converting-digital-leads/speaker_matthew_boudreau.jpg/_jcr_content/renditions/original.image_file.360.360.file/speaker_matthew_boudreau.jpg","medium":"https://www.zeiss.com/content/dam/med-hcp/reference-master/myzeiss/pdc/patient-attraction/converting-digital-leads/speaker_matthew_boudreau.jpg/_jcr_content/renditions/original./speaker_matthew_boudreau.jpg","large":"https://www.zeiss.com/content/dam/med-hcp/reference-master/myzeiss/pdc/patient-attraction/converting-digital-leads/speaker_matthew_boudreau.jpg/_jcr_content/renditions/original./speaker_matthew_boudreau.jpg","xlarge":"https://www.zeiss.com/content/dam/med-hcp/reference-master/myzeiss/pdc/patient-attraction/converting-digital-leads/speaker_matthew_boudreau.jpg/_jcr_content/renditions/original./speaker_matthew_boudreau.jpg","xxlarge":"https://www.zeiss.com/content/dam/med-hcp/reference-master/myzeiss/pdc/patient-attraction/converting-digital-leads/speaker_matthew_boudreau.jpg/_jcr_content/renditions/original./speaker_matthew_boudreau.jpg","max":"https://www.zeiss.com/content/dam/med-hcp/reference-master/myzeiss/pdc/patient-attraction/converting-digital-leads/speaker_matthew_boudreau.jpg/_jcr_content/renditions/original./speaker_matthew_boudreau.jpg"} "Matthew Boudreau")
Speaker
Matthew Boudreau, Former ZEISS Senior Practice Development Manager
SUMMARY
Overcoming objections
The webinar provides insights into conducting effective consultations in ophthalmology practices. Speakers emphasized the importance of building rapport, addressing patient concerns, and presenting investment strategically. They discussed common objections, including time constraints and cost concerns, and highlighted the significance of transparent communication and trust-building strategies.
Key topics covered:
- Building rapport, asking questions, and addressing objections in consultations.
- Addressing patient fears during laser vision correction consultations.
- Overcoming objections to SMILE surgery.
- Strategies for building trust and addressing objections in consultations.
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