Monday, February 3, 2014
Playing the game to win
Playing the game requires a win/lose mentality. Think about sports, someone wins and the other team loses. Most events in life you may approach in this manner. However, is it always beneficial to think in these terms? If you think a win/lose you may find that solutions that offer a win/win solution do not present themself to you because all you see is one side loosing.
Flip the switch. Next, time you are approaching a situation with a patient. Think win-win. Spend the time to ask yourself what would it look like if both sides were to win? What would you have to do? What would you have to give or what would the patient have to give in order for you to be able to win and for them to win?
In order to create an opportunity that wasn't there before you not only have to ask the right questions but you also have to be willing to do what it takes for everyone to walk away feeling like they received something.
For example, a patient comes in and isn't able to pay for services. A win/lose situation is that you complete the procedure but the patient doesn't pay that day and no payment plan is set up. A lose/lose situation would be if you don't complete the procedure at all for the patient. You don't help the patient and the patient doesn't receive the procedure.
What would be a win/win? It may depend and it may be different in every scenario. However, by simply asking yourself what would have to change right now for both parties to walk away better off then they are right now, you have to not only take the time to ask questions, you have to be willing to not shut down the patient with a no before you even get started. For example, this may mean the patient puts down 5% for the procedure before you get started.
No matter what problem you are faced with you can take the time to look at it from all angles in order to help move your practice forward at every opportunity. I'm not suggesting that every time you will walk away further than you were today, however, you may find the more you walk away with a negotiation the better off you are in the long run.
Great teams take effort. Take time to work on your practice regularly to build quality communication and strengthen your results. For more information and to read other articles, please visit us at www.saltdpm.com.