What is the problem agitate solution method and how do I train my team to use it?
It is a sales structure that has been around forever, and it only comes out when a patient pushes back on scheduling. The problem is not I need implants. The problem is the story she told you, the emotional pain, the grandson, the moment she said enough. So you repeat that problem back. Then you agitate it, gently, with concern and a little urgency, reminding her this is a big deal and she said so herself. Then you offer the one solution, which is coming in for a consultation. I tell teams it can feel uncomfortable, almost too direct. It is. But agitating is not manipulation when the pain is real and the solution genuinely helps her. Train your team to reach for this only when someone resists, and to anchor every word of it in what the patient already told them.
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