About The Book

The majority of dispensing audiologists practice in a commercial environment in which they have to sell a product, yet most receive little formal training on how to sell.

Consultative Selling Skills for Audiologists outlines a specific system that blends several innovative clinical tests, such as the QuickSIN and Acceptable Noise Level test, with proven interpersonal communication strategies that enhance the audiologist’s persuasiveness in a commercial working environment. Based on nearly 20 years of experience, the author shares case studies to illustrate common clinical scenarios routinely encountered in a busy dispensing practice, and how a selling system can help increase effectiveness.

Whether you are a recent Au.D graduate or a seasoned hearing health care professional, this book is packed with plenty of useful, patient-centered strategies to help you excel in your clinic when you are knee-to-knee with any patient. The path to professional independence and financial security largely rests with your ability to sell. By blending the art of effective communication with innovative pre-fitting clinical tests, Consultative Selling Skills for Audiologists will provide you with the tools you need to be a more successful audiologist in a either commercial or medical environment.

About The Author

Brian Taylor

Brian Taylor, AuD, is the director of scientific and product marketing for Signia, a division of WS Audiology. He is also the editor of Audiology Practices, a quarterly journal of the Academy of Doctors of Audiology and editor-at-large for Hearing Health and Technology Matters, a leading industry blog. Dr. Taylor has authored several peer reviewed papers and textbooks and is a highly sought out lecturer. He has nearly 30 years of experience as a clinician, business manager, and university instructor. Dr. Taylor received his AuD from Central Michigan University and lives in Golden Valley, MN.

Table Of contents

Chapter 1 – The Path to Understanding the Patient, Yourself & the Business

Chapter 2 – The Science of Selling

Chapter 3 – You Said What? Basic Communication Skills

Chapter 4 – The Discovery Process

Chapter 5 – The Commitment Process

Chapter 6 – Improving Your Skills during Your Career Journey

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