5 Common Occ Med Sales Objections & How to Handle Them

Navigating sales objections is a crucial skill in occupational medicine, as potential clients often have established relationships and concerns about changing providers. This document addresses five common objections you may encounter and provides effective strategies for handling them.

1.

Objection

We already have an occ med provider and are satisfied with them.

Response

It's great to hear you're happy with your current provider. If there was one thing you could change about them, what would it be? Then, meet that need to get at least part of their business.

2.

Objection

You are further away than our current provider.

Response

While we are further away, the total time away from work for a visit at our clinic is about 60 minutes. This shorter visit time would offset the increased travel distance, resulting in less overall time away from work.

3.

Objection

We have been working for years with “Dr. Jones”, who is actually our president’s family doctor, so we cannot change providers at this time.

Response

That’s great! Would you consider using us when Dr. Jones is not available? Such as evenings, weekends, and when they’re on vacation?

4.

Objection

We use XYZ Health System for our group health program so we just stay with that health system for our work comp needs.

Response

Got it. If you could gain better performance around lost time, unnecessary OSHA recordables, and get better communication (first comp phone calls), would that be worth giving us a try?

5.

Objection

Not sure I want to go through a change process, what is compelling about your service over who we are with now?

Response

The cost savings from reduced lost time and unnecessary recordables can more than compensate for the change. We can validate this by showing you the guidelines (OccDocOne.com) that our providers follow, ensuring consistent and high-quality care for your workers.