Author Archives: Paul Gough

About Paul Gough

PAUL GOUGH is one of the top Marketing and Business Coaches in the physical therapy industry and his Systems are helping clinic owners all across America run more profitable clinics. He is a published Author, Newspaper Columnist and before his stunning success in business was hired by top professional soccer teams. HIS SUCCESS STORY is one that inspires many pt's around the world - at the age of 26 Paul QUIT a high profile job in professional soccer to begin his own clinic. He had NO money, NO business or marketing skills and NO experience - and yet now owns and runs 4 pt clinics and has a proven track record of growing a physical therapy business from 0 - $2m in record time.

How To Train World Class People You Can Trust

by · 26th March 2020

On this episode of the Paul Gough Physio Rooms Show, I take you behind the scenes of a staff training session I held at Volk PT, Charlotte a few months back where I share exactly what it takes to build and train a world-class team for your clinic:




Click here to watch it.

In this episode I cover:

* The importance of developing your staff as people if you want your business to be successful

* Why finding and retaining the right staff is more important than worrying where your next patient is coming from

* The reason why clinical skills aren’t the real reason your patients show up and leave

* Why I believe business success is all about creating the right environment for your staff to learn, develop and grow

* How to create a culture that makes patients want to show up and stay on schedule

* The staff training framework I use at my own clinics

* And so much more…

Watch this week’s show here.

I look back now and realize that one of the reasons my business has been so successful is because we’ve created a culture that is very easy for the right person to fit into – and equally, very difficult for the wrong person to fit into which has made it very easy for me to lead from anywhere in the world.

I talk more about how to do it on this show – click here to watch it – then hit the big red SUBSCRIBE button on Youtube to get updated with regular business advice and tactics like this.

Sincerely,

Paul Gough

Check out Paul’s Best Selling Books for Physical Therapists on Marketing, Hiring and Selling:

https://www.paulgough.com/books

For more PT Business Education Material:

Click here to subscribe to my email list and I’ll send you more Physical Therapy Business Education >>>

Connect with Paul Gough on Social Media:

– Facebook

– Instagram

– Twitter

– The Physical Therapy Business School Podcast

———————————————————————————————————–

PAUL GOUGH is a multi-time No.1 bestselling author of The New Patient Accelerator Method, The Physical Therapy Hiring Solution, To Sell is Healthy, and The Healthy Habit. He is also a former professional soccer physical therapist turned successful clinic owner from the UK (a country where healthcare is free). He is the founder of the Paul Gough Physio Rooms – a successful cash pay clinic he started from a spare room in his home with no money down and with no business or marketing skills. He has since scaled his clinic from one to four locations, and zero to $1m in cash pay revenue and he now helps clinic owners all across America and around the world to get more cash pay patients using his proven systems.

Never Forget What You’re Actually Selling…

by · 19th March 2020

This week I’m taking you back to an episode of the show that was recorded live from a Mastermind event I held in Dublin, Ireland where I share with a room full of clinic owners why patients REALLY drop-off, and how to keep them on schedule:




 

Watch the show here.

 On the show I cover:

* How to communicate with patients when they come to the end of their treatment plan

* What apple and the World’s most successful businesses do to keep people coming back

* Why patients REALLY pay for Physical Therapy

* How patients make purchase decisions

* How to help your staff keep patients on schedule

* And so much more on this episode of the Paul Gough Physic Rooms Show…

Click here to watch it – then hit the big red SUBSCRIBE button on my Youtube Channel. I release footage daily including videos training my staff and other clinic owners from all around the world – so hit subscribe so you don’t miss out, this could be the perfect time to watch, learn and share with your team to help communicate with patients better.

Enjoy the show.

Sincerely,

Paul Gough

Check out Paul’s Best Selling Books for Physical Therapists on Marketing, Hiring and Selling:

https://www.paulgough.com/books

For more PT Business Education Material:

Click here to subscribe to my email list and I’ll send you more Physical Therapy Business Education >>>

Connect with Paul Gough on Social Media:

– Facebook

– Instagram

– Twitter

– The Physical Therapy Business School Podcast

———————————————————————————————————–

PAUL GOUGH is a multi-time No.1 bestselling author of The New Patient Accelerator Method, The Physical Therapy Hiring Solution, To Sell is Healthy, and The Healthy Habit. He is also a former professional soccer physical therapist turned successful clinic owner from the UK (a country where healthcare is free). He is the founder of the Paul Gough Physio Rooms – a successful cash pay clinic he started from a spare room in his home with no money down and with no business or marketing skills. He has since scaled his clinic from one to four locations, and zero to $1m in cash pay revenue and he now helps clinic owners all across America and around the world to get more cash pay patients using his proven systems.

How To Deal With Demanding Patients…

by · 12th March 2020

In this episode of the show I talk to my staff about how to get comfortable with “demanding” and sometimes difficult to work with patients:




Click Here To Watch It

There’s always that one patient that comes in each week that everyone feels a little uncomfortable around. But it’s not just happening because it is YOU or YOUR clinic and it’s certainly nothing you have done…

It’s because every patient has a different personality type (one of four) and it’s impossible to NATURALLY connect with them all – especially if you don’t know what they are.

Most clinicians struggle with the “drivers” – the lawyer or CEO Type – who are a little more forward in their demands and their expectations.

Yet, I used to LOVE working with drivers. That’s because I figured what to do and say so that they enjoyed working with ME.

As I teach my staff, you can’t change the patients, but you can change the way that YOU respond to them and how you let them make you feel.

Watch the show to find out the four patient personality types here.

Also covered in this episode:

* Why being in control means you must give up control

* The different patient personality types and how to deal with them

* How to recognize the characteristics of the DRIVER personality types and how to work with them

* What specific questions to ask difficult patients to get them on side

* How to get demanding patients to “ease off”

* How to turn drivers into life-long patients you love to welcome back to your clinic

And so much more on this Episode.

This issue of struggling to deal with demanding patients is one that your staff might not want to admit to – so this video will make their day when you show it to them and help them get better at working with all of the personality types that pass through your business.

Click here to watch the show – and hit SUBSCRIBE when you get there so you don’t miss out on more daily staff training and business videos like this.

Sincerely,

Paul Gough

Check out Paul’s Best Selling Books for Physical Therapists on Marketing, Hiring and Selling:

https://www.paulgough.com/books

For more PT Business Education Material:

Click here to subscribe to my email list and I’ll send you more Physical Therapy Business Education >>>

Connect with Paul Gough on Social Media:

– Facebook

– Instagram

– Twitter

– The Physical Therapy Business School Podcast

———————————————————————————————————–

PAUL GOUGH is a multi-time No.1 bestselling author of The New Patient Accelerator Method, The Physical Therapy Hiring Solution, To Sell is Healthy, and The Healthy Habit. He is also a former professional soccer physical therapist turned successful clinic owner from the UK (a country where healthcare is free). He is the founder of the Paul Gough Physio Rooms – a successful cash pay clinic he started from a spare room in his home with no money down and with no business or marketing skills. He has since scaled his clinic from one to four locations, and zero to $1m in cash pay revenue and he now helps clinic owners all across America and around the world to get more cash pay patients using his proven systems.

Stopping Drop-Offs With This One Simple Question

by · 4th March 2020

On this episode of the show we’re joined in the Paul Gough Physio Rooms with special guest, one of Northern Ireland’s Top Physio Clinic Owners – Gav Noble (Gav is one of the many Physical Therapists involved in our Global Community of successful Physical Therapy Business Owners). On this show we discuss what to do if patients try to “drop off” schedule…

Click here to watch the show:




 

When you watch the show here’s what you’ll discover:

* What to do if patients try to drop-off schedule

* HOW to keep patients on schedule

* The single most simple question to ask patients so they STAY with you

* Why patients drop-off in the first place

* The importance of setting patient expectations so they complete their full plan of care

* And so much more…

Watch the show here.

If you’re a cash-based or OON owner and you regularly lose clients who give up and resort to the bigger INN hospital systems – just because it’s cheaper – then this Episode is perfect for you.

Even if you are an INN provider and you’re getting patients who want to drop off – this will show you how to keep them on.

Enjoy the show…

…and when you head over to the Youtube Channel hit subscribe – leave us a comment to let us know your biggest take away – I release new staff training, marketing tips and videos packed full of business lessons daily.

Watch the show when you click here.

Sincerely,

Paul Gough

Check out Paul’s Best Selling Books for Physical Therapists on Marketing, Hiring and Selling:

https://www.paulgough.com/books

For more PT Business Education Material:

Click here to subscribe to my email list and I’ll send you more Physical Therapy Business Education >>>

Connect with Paul Gough on Social Media:

– Facebook

– Instagram

– Twitter

– The Physical Therapy Business School Podcast

———————————————————————————————————–

PAUL GOUGH is a multi-time No.1 bestselling author of The New Patient Accelerator Method, The Physical Therapy Hiring Solution, To Sell is Healthy, and The Healthy Habit. He is also a former professional soccer physical therapist turned successful clinic owner from the UK (a country where healthcare is free). He is the founder of the Paul Gough Physio Rooms – a successful cash pay clinic he started from a spare room in his home with no money down and with no business or marketing skills. He has since scaled his clinic from one to four locations, and zero to $1m in cash pay revenue and he now helps clinic owners all across America and around the world to get more cash pay patients using his proven systems.

The Importance Of Setting Patient Expectations…

by · 28th February 2020

– Watch and hit SUBSCRIBE to the latest episode of the show here 

In this episode of the show I talk to my clinic’s staff about the importance of setting – or as is often the case – RE-setting patient expectations:




Click here to watch it. 

A lot of people talk about the “importance of communication” with patients – but I think what should be communicated by those who say that, is that the purpose of getting better at communication, is to ultimately change their expectations.

One is “what to do” – the other is “how to do it”. 

If you look at people’s lives, anywhere they are unhappy; it is mostly caused by EXPECTATIONS not being met.

Look at your practice, anywhere there’s an unhappy patient, it’s usually because EXPECTATIONS have not been met.

This episode comes on the back of birth of my son, Grayson Edward Gough, and I share with my team some real-life examples of how MY own expectations were not met in the 48 hours in hospital…

…and, how that led to a level of frustration, that ultimately led to us talking more about how they made us feel – rather than the great clinical care that was actually provided.

As I ALWAYS say, clinical skills get you started, but they also get you stuck.

All of the clinical skills will not change the EXPECTATION issues that your patients carry with them; you can only do that by truly understanding their INTERNAL needs and if you do that, you get the chance to fix their external needs (such as their knee pain).

– Watch the show here. 

Here’s what I cover on this episode:

* How a highly trained, very skilled, very well paid surgeon made a DREADFUL mistake that p*ssed my girlfriend Natalie off something rotten

* How NOT to communicate with patients when they’re frustrated

* How to communicate with patients so they don’t ever get frustrated…

* Why most people’s issues are EXPECTATIONS issues – and how to ensure they get met whether on the phone or in the treatment room

* And so much more on this episode of the Paul Gough Physio Rooms show…

Click here to watch it – then be sure to hit the big red SUBSCRIBE button on my Youtube Channel. I release footage of training my staff and other clinic owners from all around the world daily – so hit subscribe so you don’t miss out!

Enjoy the show.

Sincerely,

Paul Gough

Check out Paul’s Best Selling Books for Physical Therapists on Marketing, Hiring and Selling:

https://www.paulgough.com/books

For more PT Business Education Material:

Click here to subscribe to my email list and I’ll send you more Physical Therapy Business Education >>>

Connect with Paul Gough on Social Media:

– Facebook

– Instagram

– Twitter

– The Physical Therapy Business School Podcast

———————————————————————————————————–

PAUL GOUGH is a multi-time No.1 bestselling author of The New Patient Accelerator Method, The Physical Therapy Hiring Solution, To Sell is Healthy, and The Healthy Habit. He is also a former professional soccer physical therapist turned successful clinic owner from the UK (a country where healthcare is free). He is the founder of the Paul Gough Physio Rooms – a successful cash pay clinic he started from a spare room in his home with no money down and with no business or marketing skills. He has since scaled his clinic from one to four locations, and zero to $1m in cash pay revenue and he now helps clinic owners all across America and around the world to get more cash pay patients using his proven systems.

Why No One Wants To Pay For Physical Therapy…

by · 20th February 2020

Most PT business owners experience some form of “push-back” when it comes to the money or pay-out-of pocket conversation.

If you’re getting inquiries, but hearing “I’ll have to think about it” more times than you would like then this week’s Paul Gough Physio Rooms Show is for you – click here to watch it:




When you watch the show you’ll hear me talk to my staff about:

* Why we should NEVER be talking about “PT” to anyone who makes an inquiry

* Why it’s the job of my staff to find out what patients REALLY want from us – which isn’t anything to do with “great treatment”

* Why patients say “no” and how to change what you say to make them say “yes”

* How your patients (including you) make purchase decisions

* PLUS you’ll hear real-life examples from my Queen of follow-up phone calls, Vicki Smith, on how to do a follow-up right

Watch the show here.

It’s worth watching right to the end just to hear how Vicki was able to move an elderly gentleman who was extremely “skeptical” about coming for PT…

…to want to go all-in and book out a full plan of care.

Enjoy the show – subscribe on Youtube then let me know how this show has impacted you by leaving a comment below the video.

Sincerely,

Paul Gough

Connect with Paul Gough on Social Media: 

– Facebook
– Instagram
– Twitter
– The Physical Therapy Business School Podcast

Check out Paul’s Best Selling Books for Physical Therapists on Marketing, Hiring and Selling:
https://www.paulgough.com/books 

For more PT Business Education Material: 

Click here to subscribe to my email list and I’ll send you more Physical Therapy Business Education >>> 

PAUL GOUGH is a multi-time No.1 bestselling author of The New Patient Accelerator Method, The Physical Therapy Hiring Solution, To Sell is Healthy, and The Healthy Habit. He is also a former professional soccer physical therapist turned successful clinic owner from the UK (a country where healthcare is free). He is the founder of the Paul Gough Physio Rooms – a successful cash pay clinic he started from a spare room in his home with no money down and with no business or marketing skills. He has since scaled his clinic from one to four locations, and zero to $1m in cash pay revenue and he now helps clinic owners all across America and around the world to get more cash pay patients using his proven systems. 

What To Say To A Patient Who “No-Shows”

by · 13th February 2020

This week I’m taking you back to a weekly staff training session with the Paul Gough Physio Rooms team at my clinic in the UK – where I teach them what to say to a patient who forgets to show up for a session!

(Or worse… cancels last minute)

Watch the show here:




Watch and learn as I teach my staff:

* How to get a patient who no-shows or cancels back on the schedule ASAP!

* Why you should never tell a patient “it’s ok” when they don’t show up

* How to handle the conversation with empathy AND authority

* How to get patients to show up for more sessions

* How to re-sell the value of PT to “drop-offs” or “no-shows”

And so much more…

Watch the show here then hit SUBSCRIBE so you don’t miss out on more daily staff training and business education videos like this.

You are losing money from patients who forget to show up or cancel last minute…

…If your staff can get the “no-show” conversation right – you’ll have a much more profitable business.

Sincerely,

Paul Gough

Connect with Paul Gough on Social Media: 

– Facebook
– Instagram
– Twitter
– The Physical Therapy Business School Podcast

Check out Paul’s Best Selling Books for Physical Therapists on Marketing, Hiring and Selling:
https://www.paulgough.com/books 

For more PT Business Education Material: 

Click here to subscribe to my email list and I’ll send you more Physical Therapy Business Education >>> 

PAUL GOUGH is a multi-time No.1 bestselling author of The New Patient Accelerator Method, The Physical Therapy Hiring Solution, To Sell is Healthy, and The Healthy Habit. He is also a former professional soccer physical therapist turned successful clinic owner from the UK (a country where healthcare is free). He is the founder of the Paul Gough Physio Rooms – a successful cash pay clinic he started from a spare room in his home with no money down and with no business or marketing skills. He has since scaled his clinic from one to four locations, and zero to $1m in cash pay revenue and he now helps clinic owners all across America and around the world to get more cash pay patients using his proven systems. 

How To Use Body Language To Appear More Confident To Patients

by · 10th February 2020

Do you ever find it awkward when the money conversation comes up in your Physical Therapy Clinic with patients, or just don’t feel confident handling it?…

On this episode of the Paul Gough Physio Rooms show, I sat down with my Physical Therapy clinic’s team and shared how to APPEAR more confident when you’re in those sometimes “tricky” conversations with patients.

Click here to watch it:

The one thing that makes the biggest difference in getting patients to buy into Physical Therapy, is NOT what you know…

…But how confident you appear about what you know.

It’s in your hands to take charge of that.

Watch and learn as I teach my staff:

* Bad examples of places I’ve been where there’s barely even any eye contact made with customers

* Ways to confidently overcome common objections to Physical Therapy by changing your body language…

* The simple things we should be doing to stand out from other providers in town

* How to make people feel special with the service you provide

* And so much more in this episode of the Paul Gough Physio Rooms Show…

Click here to watch the show – and be sure to SUBSCRIBE to my YouTube Channel when you get there.

I’m uploading new videos daily including footage of training my staff and other clinic owners from all around the world – so please subscribe when you get there so you don’t miss out on it all.

Enjoy the show! And feel free to use this episode as a resource to train your team…

…more confidence = more people making a confident decision to say “yes” to your services.

Sincerely,

Paul Gough

Connect with Paul Gough on Social Media:

– Facebook 
– Instagram 
– Twitter 
– The Physical Therapy Business School Podcast

Check out Paul’s Best Selling Books for Physical Therapists on Marketing, Hiring and Selling: 

www.paulgough.com/books

For more PT Business Education Material:

Click here to subscribe to my email list and I’ll send you more Physical Therapy Business Education >>> 

PAUL GOUGH is a multi-time No.1 bestselling author of The New Patient Accelerator Method, The Physical Therapy Hiring Solution, To Sell is Healthy, and The Healthy Habit. He is also a former professional soccer physical therapist turned successful clinic owner from the UK (a country where healthcare is free). He is the founder of the Paul Gough Physio Rooms – a successful cash pay clinic he started from a spare room in his home with no money down and with no business or marketing skills. He has since scaled his clinic from one to four locations, and zero to $1m in cash pay revenue and he now helps clinic owners all across America and around the world to get more cash pay patients using his proven systems.

Sales Book For Physical Therapists: Give Yourself A Raise

by · 18th September 2019

This is an excerpt from Chapter 10 of my Best Selling Sales Book for Physical Therapists, “To Sell Is Healthy – Get The Unshakeable Confidence To Sell Your Physical Therapy Services – At Twice The Price You Are Now” – Get the book here.

“I believe that the best thing about being a business owner is that, unlike working for a mill-like physical therapy clinic, you decide when you get a raise. You get to choose when you want an extra thousand dollars in your bank every month.

The problem for many physical therapists is that they’ll never
exercise that liberty. They’re just not that comfortable making their own life easier. They choose to keep their prices low in order to help more people and at the same time bind themselves to a lifetime of struggle where money is scarce and stress is high.

I wonder just how many therapists reading this have spent their entire careers worrying one minute about being judged for what they charge and the next minute hoping for their financial circumstances to change?”

Continued on page 131…

Paul Gough’s Sales Book for Physical Therapists –
“To Sell Is Healthy” is OUT NOW!

To get your copy go here now: www.physicaltherapysalesbook.com

NOTE: If you order it directly from the OFFICIAL WEBSITE (NOT AMAZON), you’ll pay the same price, BUT, I’ll be giving you some incredible bonuses for doing so… When you go to: www.physicaltherapysalesbook.com choose purchase OPTION 2 to get the very best free BONUSES that will come with your book including my Wealth Marketing DVD program, Hiring Resource PDF, and two months worth of the Cash is King Publication and Coaching CD…

Go here now to get your copy:

Connect with me on Social Media – and use the hashtag #paulsalesbook when you get the book and share your selfie so I can reach out personally to say thank you!

===

Details of the Five Clinics, Five Cities, In Five Days, Book Signing Tour here: https://www.paulgough.com/tour

Subscribe to my YouTube Channel for Daily Videos: here

Check out Paul’s No.1 Best Selling Physical Therapy Business Books: www.paulgoughbooks.com

Sales Book For Physical Therapists: The 5 Steps To Effortless Selling

by · 17th September 2019

This is an excerpt from Chapter 9 of my Best Selling Sales Book for Physical Therapists, “To Sell Is Healthy – Get The Unshakeable Confidence To Sell Your Physical Therapy Services – At Twice The Price You Are Now” – Get the book here.

“People buy from people. And if you move straight to the type of conversation you would expect between a patient and clinician, then there’s been no rapport built between two human beings.

Look back at all of the people who have said yes to you in the last twelve months. I bet that they mostly have one thing in common: you spent more time getting to know them as a person before the conversation about their pain or their insurance started.

Receptionists are often guilty of this primarily because they’re so time starved. The phone rings with an inquiry from a patient and it’s a case of getting off the phone as fast as possible because someone else is in the waiting room or on the other line. It means the entire conversation is about the necessaries: the cost, the location, the parking, hours, the
therapist, and insurance. All of this is done in three minutes flat and there’s little if any time that allows for building rapport.

Most clinic owners can’t afford the luxury of allocating time to building rapport. As a result, they stay stuck. The reality is they’re not making enough money to bring in a second receptionist to do this simply because the first one doesn’t have time to do it right.

If you can’t afford to do the things that you need to do to make the money you want, how do you expect to grow?”

Continued on page 120…

Paul Gough’s Sales Book for Physical Therapists –
“To Sell Is Healthy” is OUT NOW!

To get your copy go here now: www.physicaltherapysalesbook.com

NOTE: If you order it directly from the OFFICIAL WEBSITE (NOT AMAZON), you’ll pay the same price, BUT, I’ll be giving you some incredible bonuses for doing so… When you go to: www.physicaltherapysalesbook.com choose purchase OPTION 2 to get the very best free BONUSES that will come with your book including my Wealth Marketing DVD program, Hiring Resource PDF, and two months worth of the Cash is King Publication and Coaching CD…

Go here now to get your copy:

Connect with me on Social Media – and use the hashtag #paulsalesbook when you get the book and share your selfie so I can reach out personally to say thank you!

===

Details of the Five Clinics, Five Cities, In Five Days, Book Signing Tour here: https://www.paulgough.com/tour

Subscribe to my YouTube Channel for Daily Videos: here

Check out Paul’s No.1 Best Selling Physical Therapy Business Books: www.paulgoughbooks.com

Physical Therapy Sales Book: Common Objections To Physical Therapy

by · 16th September 2019

This is an excerpt from Chapter 8 of my Best Selling Sales Book for Physical Therapists, “To Sell Is Healthy – Get The Unshakeable Confidence To Sell Your Physical Therapy Services – At Twice The Price You Are Now” – Get the book here.

“My five-year-old son, Harry, tells me he can’t put his school clothes on because he doesn’t know where they are. That is his excuse. What it really means is that the lazy little sod doesn’t want to stop watching Power Rangers, get off the couch, and go to his bedroom to look for them. That’s what it really means.

When someone tells you that the reason they were late is because they were stuck in traffic, that is the excuse. What it really means is they didn’t leave the house with an appropriate amount of time factored in for excess traffic.

When someone tells you that they didn’t have time to read the book you told them about, that is the excuse. What it really means is they prioritized their time elsewhere; they likely valued Facebook and watching Netflix more than your suggested book.”

Continued on page 103…

Paul Gough’s Sales Book for Physical Therapists –
“To Sell Is Healthy” is OUT NOW!

To get your copy go here now: www.physicaltherapysalesbook.com

NOTE: If you order it directly from the OFFICIAL WEBSITE (NOT AMAZON), you’ll pay the same price, BUT, I’ll be giving you some incredible bonuses for doing so… When you go to: www.physicaltherapysalesbook.com choose purchase OPTION 2 to get the very best free BONUSES that will come with your book including my Wealth Marketing DVD program, Hiring Resource PDF, and two months worth of the Cash is King Publication and Coaching CD…

Go here now to get your copy:

Connect with me on Social Media – and use the hashtag #paulsalesbook when you get the book and share your selfie so I can reach out personally to say thank you!

===

Details of the Five Clinics, Five Cities, In Five Days, Book Signing Tour here: https://www.paulgough.com/tour

Subscribe to my YouTube Channel for Daily Videos: here

Check out Paul’s No.1 Best Selling Physical Therapy Business Books: www.paulgoughbooks.com

Sales Book For Physical Therapists: Price Is Not The Problem

by · 15th September 2019

This is an excerpt from Chapter 7 of my Best Selling Sales Book for Physical Therapists, “To Sell Is Healthy – Get The Unshakeable Confidence To Sell Your Physical Therapy Services – At Twice The Price You Are Now” – Get the book here.

“Telling someone what you charge is difficult. The words come out of your mouth and you hope and pray that they are fine with them. You tell them what you charge, and you sit and wait in a proverbial state of worry over whether or not they’ll find the fee acceptable. You hope that you haven’t offended them, and you wonder if they’re judging you for being
greedy for asking for such a high amount. At the same time, you hope that your price is just low enough to be accepted and yet not too high as to be rejected. Sound familiar? If it does, it’s how most clinic owners feel and think when they’re talking about price.

You would be forgiven for thinking that your patients think and feel the same way as you about the amount you charge—but the reality is they don’t.

It’s very likely that the only person concerned with the price is you.”

Continued on page 95…

Paul Gough’s Sales Book for Physical Therapists –
“To Sell Is Healthy” is OUT NOW!

To get your copy go here now: www.physicaltherapysalesbook.com

NOTE: If you order it directly from the OFFICIAL WEBSITE (NOT AMAZON), you’ll pay the same price, BUT, I’ll be giving you some incredible bonuses for doing so… When you go to: www.physicaltherapysalesbook.com choose purchase OPTION 2 to get the very best free BONUSES that will come with your book including my Wealth Marketing DVD program, Hiring Resource PDF, and two months worth of the Cash is King Publication and Coaching CD…

Go here now to get your copy:

Connect with me on Social Media – and use the hashtag #paulsalesbook when you get the book and share your selfie so I can reach out personally to say thank you!

===

Details of the Five Clinics, Five Cities, In Five Days, Book Signing Tour here: https://www.paulgough.com/tour

Subscribe to my YouTube Channel for Daily Videos: here

Check out Paul’s No.1 Best Selling Physical Therapy Business Books: www.paulgoughbooks.com

Sales Book For Physical Therapists: Why Patients Really Say “No”

by · 14th September 2019

This is an excerpt from Chapter 6 of my Best Selling Sales Book for Physical Therapists, “To Sell Is Healthy – Get The Unshakeable Confidence To Sell Your Physical Therapy Services – At Twice The Price You Are Now” – Get the book here.

“Broadly speaking, there’s only ever one reason that people say “no” to hiring you and that is a lack of trust. This lack of trust causes patients to feel like the investment they need to make with you is a risky one and so they’ll tell you it’s something like money or time.

It’s nearly always thoughts that create feelings, and once a feeling of doubt is created (because of a lack of trust), what they’ll do next is tell you something like you’re too expensive or money is the issue. They do that to protect themselves from an impending bad decision.

But it is rarely about the actual availability of money; it is almost always how comfortable they are spending it. If you don’t believe me, just look at how much debt people are in right now. They feel so comfortable spending it that they’re willing to borrow it to get whatever it is they want.

My point? Money isn’t the underlying issue. They can get their
hands on it if they want to. Most actually have it to spend, they just choose to spend it elsewhere. If they’re not willing to spend money with you like they are other people, it’s because they don’t feel comfortable doing so. There’s distrust that is getting in the way.”

Continued on page 81…

Paul Gough’s Sales Book for Physical Therapists –
“To Sell Is Healthy” is OUT NOW!

To get your copy go here now: www.physicaltherapysalesbook.com

NOTE: If you order it directly from the OFFICIAL WEBSITE (NOT AMAZON), you’ll pay the same price, BUT, I’ll be giving you some incredible bonuses for doing so… When you go to: www.physicaltherapysalesbook.com choose purchase OPTION 2 to get the very best free BONUSES that will come with your book including my Wealth Marketing DVD program, Hiring Resource PDF, and two months worth of the Cash is King Publication and Coaching CD…

Go here now to get your copy:

Connect with me on Social Media – and use the hashtag #paulsalesbook when you get the book and share your selfie so I can reach out personally to say thank you!

===

Details of the Five Clinics, Five Cities, In Five Days, Book Signing Tour here: https://www.paulgough.com/tour

Subscribe to my YouTube Channel for Daily Videos: here

Check out Paul’s No.1 Best Selling Physical Therapy Business Books: www.paulgoughbooks.com

Sales Book For Physical Therapists: Permission To Be Yourself At Work – Granted

by · 12th September 2019

This is an excerpt from Chapter 4 of my Best Selling Sales Book for Physical Therapists, “To Sell Is Healthy – Get The Unshakeable Confidence To Sell Your Physical Therapy Services – At Twice The Price You Are Now” – Get the book here.

“I put it to you that to be better at selling, you don’t need to change that much; you just need to change what you’re doing when you arrive at work. Do the reverse of what you’re likely doing right now and stop trying to be a “professional” version of yourself. Just be, well, yourself.

Being professional means being responsible, polite, and courteous to your colleagues and clients; it means painting yourself or your company in the best possible light. It doesn’t mean become stiff, rigid, and uptight or change the way you speak in order to come across as more intelligent or important. If you’re worried about what the customer thinks of you, change the customer. The right ones will love you for it.

Whatever you do, do not become someone else when you’re at work. Give yourself permission to be the best possible version of yourself; to talk and communicate with your patients in a way that the people who love you, love you to do, and watch what difference it makes.”

Continued on page 53…

Paul Gough’s Sales Book for Physical Therapists –
“To Sell Is Healthy” is OUT NOW!

To get your copy go here now: www.physicaltherapysalesbook.com

NOTE: If you order it directly from the OFFICIAL WEBSITE (NOT AMAZON), you’ll pay the same price, BUT, I’ll be giving you some incredible bonuses for doing so… When you go to: www.physicaltherapysalesbook.com choose purchase OPTION 2 to get the very best free BONUSES that will come with your book including my Wealth Marketing DVD program, Hiring Resource PDF, and two months worth of the Cash is King Publication and Coaching CD…

Go here now to get your copy:

Connect with me on Social Media – and use the hashtag #paulsalesbook when you get the book and share your selfie so I can reach out personally to say thank you!

===

Details of the Five Clinics, Five Cities, In Five Days, Book Signing Tour here: https://www.paulgough.com/tour

Subscribe to my YouTube Channel for Daily Videos: here

Check out Paul’s No.1 Best Selling Physical Therapy Business Books: www.paulgoughbooks.com

Physical Therapy Sales Book: Never Forget What You’re Actually Selling

by · 11th September 2019

This is an excerpt from Chapter 3 of my Best Selling Sales Book for Physical Therapists, “To Sell Is Healthy – Get The Unshakeable Confidence To Sell Your Physical Therapy Services – At Twice The Price You Are Now” – Get the book here.


“Never forget that what you’re doing is changing people’s lives. What you’re doing is being done for people and not to them, as many people wrongly associate with sales and selling. Separate bad salespeople from the actual process of selling a vital service to people who need it. Most importantly, never feel guilty for selling.

The day you feel guilty about selling is the day you tell yourself that what you do for people is something bad. That simply isn’t the case. I feel bad or apologize in situations where I’ve hurt people or done things that I shouldn’t have; selling them on a life with better health is not one of them. I take great offense to ever being labeled as “salesy” and I am happy to let people know it if I think they’re out of line for suggesting it.”

Continued on page 41…

Paul Gough’s Sales Book for Physical Therapists –
“To Sell Is Healthy” is OUT NOW!

To get your copy go here now: www.physicaltherapysalesbook.com

NOTE: If you order it directly from the OFFICIAL WEBSITE (NOT AMAZON), you’ll pay the same price, BUT, I’ll be giving you some incredible bonuses for doing so… When you go to: www.physicaltherapysalesbook.com choose purchase OPTION 2 to get the very best free BONUSES that will come with your book including my Wealth Marketing DVD program, Hiring Resource PDF, and two months worth of the Cash is King Publication and Coaching CD…

Go here now to get your copy:

Connect with me on Social Media – and use the hashtag #paulsalesbook when you get the book and share your selfie so I can reach out personally to say thank you!

===

Details of the Five Clinics, Five Cities, In Five Days, Book Signing Tour here: https://www.paulgough.com/tour

Subscribe to my YouTube Channel for Daily Videos: here

Check out Paul’s No.1 Best Selling Physical Therapy Business Books: www.paulgoughbooks.com