I Cracked the Buying Code After 5186 People in Clinics Spent Money They Didn't Have
For doctors, clinic owners and consultation teams who want to understand how patients decide during a consultation.
About this video
In this video, Harsh argues that most sales training, before and after photos, credentials and pricing explanations speak to the part of the brain that decides last. He describes three layers of decision-making: one for safety and threat, one for emotion and meaning, and one for logic and justification, which mostly explains choices already made. Drawing on what he has seen sitting in on real clinic consultations, he explains why a well-timed silence can convert better than any pitch, and why rushing to fill that gap with features, testimonials or discounts undoes the moment. He also covers how chair placement and room design affect decisions, two questions that can predict early whether someone will buy, and the emotional driver behind expensive purchases.
What you'll learn
- The three brains that compete in every buying decision
- Why silence can convert better than any pitch
- How chair placement and room design affect consultations
- Two questions that predict early whether someone will buy
- The emotional driver behind expensive treatment decisions
Put it to work
19 min
19 min
4 minNext step
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