In this episode, Chris & Chris discuss prescriptions.
A friend of mine once told me, “Doctors are just technicians that work on people.” This got me thinking a lot about what we do and how it is very similar to what a doctor does when you go on with an issue. Specifically, today we discuss your professional recommendation or prescriptions.
The word “Prescriptions” brings to mind something medical. You probably think of treatments or medications “prescribed” by your doctor. Nowadays it’s mostly electronic, but not too long ago the doctor used a prescription pad. He or she would write their prescribed treatment on the little white pad and tear of the sheet. On that sheet of paper were the doctor’s name, credentials, and a prescription number. All very official.
We use “Prescriptions” in the PRESS PLAY model. And not by coincidence. We use it because it accurately describes what you should do as a tech. Just like a doctor, you should prescribe a treatment that is your professional recommendation. This is your prescription.
Here’s why your prescription is just as relevant and important as that of a doctor:
Your Diagnostic Process
Just like a doctor, you go through a diagnostic process. You check the “vitals” of the system. You take readings and compare those to the standards or required readings. You formulate a treatment plan.
Your Professional Recommendation
Your treatment plan is your prescription. This should be the best long-term treatment plan for the customer and their system. This is what you would do.
You Handle Objectives
Just like a doctor, you handle objections or challenges to your treatment plan. A doctor doesn’t worry about objections until you bring them up. You should do the same but realize that when the doctor prescribes a treatment, he or she expects that you will do it. If you object or challenge your doctor’s prescription, he or she will defend that recommendation or prescription. You must do the same. Whether it’s “I need to think about it” or “That’s too expensive”, you must handle any objections. You must defend your professional recommendations. You should only offer alternative solutions if the customer asks or brings it up.
Just like a doctor, you must give a prescription. This prescription is your professional recommendation. This is your treatment plan. As the expert professional, you should stand up for it knowing its the best thing to do.
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