The Persuasion Prescription

Running the call, I usually think to myself “everyone does this, right?” But why is everyone so impressed? Why do I hear a sigh of relief from my academy buddy when I happen to be the one to show up? I’ve asked myself this question time and time again. It’s not to boast. Not to make me feel better about myself. Not at all. It puzzles me, really. Reality, being, I’ve had to LEARN the skill. Too many times I’ve walked into the room with a stubborn old man, ready to bite my head off. After a vivid interaction, I had no option but to turn around, tuck my tail between my legs and walk away. Acknowledge defeat, and hopefully start learning from my mistakes.

Early on, I always wondered about the “smooth-talkers” the conversational “ninjas”. What did they have that I didn’t? I KNOW I have more knowledge. I KNOW I have better skills…. I know…. But what did I really know? Truth is at the early stage in my career, moving from EMT, to EMT-I, to paramedic, I learned so many things. Demeanor, bedside manner and rapport can be easily seen, but not always duplicated. One my best friends, also a paramedic, and my partner for many years was a great example of this. He was very outgoing and funny. Always lightened the mood and always carried this air of joy about him. That, in a big way, was so comforting to patients.

Truth is, I wasn’t as good as I thought I was. Plain. And. Simple. You may be in the same boat, riding the same wave. No worries. You’re just not as good as you think you are. YET 😁 Reality is, persuasion is a skill. Like any other. The skills of conversation and persuasion go hand-in-hand. Let me share one of my techniques with you.

Firstly, remember this quote: “a man convinced against his will, is of the same opinion still.” - Dale Carnegie. This quote, straight from How to win friends and influence people. Meaning? You simply can’t force anyone to do anything. Period. Rather, when we enter a patients residence or room. Whether this is at a SNF or their home, we should look to establish common ground. We’re not there to “get going”. We’re there to provide a service. A service that, in most cases, the PATIENT has control if and when they decide to use it. We have to establish a common ground. Provide the patient with enough information to make the best decision for themselves. Of course, this means at times we have to make an ambulance ride and 6+ hr stay at the hospital seem “appealing”, but you should be getting the gist. Truth is, it’s a sales pitch. Establish your commonalities. Create a partnership with your patient. Present them the facts, information they didn’t already have (I.e “you’re showing signs of infection; your foot’s black and your pinky toe looks straight out of a zombie movie; if I leave you’re very likely to die”, etc). You know, compelling information. A deal so good they’d feel stupid saying “no”. With that, we’re off! Usually. As you perform once, you have to keep doing it over and over. Refine your sales pitch. Find your “client’s” pain-points (literally and metaphorically). Refining that skill of persuasion.

Outcome: you gain the patient’s confidence. This time and next. Reality is if they call once, they’ll want to see you again. That’s the beauty of repeat customers. Racking those frequent flyer miles. Refine that sales pitch and you’re on the road to success.

-Dave (let me make you an offer you can’t refuse)