Gaining Greater Adherence from Patients for Amplification

Abstract

Every audiology curriculum features coursework and clinical practicum experiences on the knowledge and skills necessary to complete a basic audiological evaluation, diagnose the source of any abnormalities, and a plan for intervention. More advanced coursework typically includes information on balance disorders, newborn infant hearing screening, hearing conservation, amplification, and other electrophysiological tests. In addition, most programs include at least one course on the basic management principles on how to start and maintain a private practice in audiology. However, educational programs rarely include any type of coursework on how to handle common objections to obtaining help in the form of amplification. This is rather surprising considering that more than 90% of patients whom an audiologist evaluates have sensory neural hearing loss where the primary treatment is amplification, except for people with severe hearing losses who are candidates for cochlear implants. This lack of training and experience often leaves clinicians intimidated by common objections to treatment involving purchasing amplification. This article will discuss common objections that patients voice each day to obtaining amplification and will offer possible solutions.

Keywords

hearing aids - objections - patient adherence

Disclosure

I operate a Web site entitled DrGyl.com where I offer consulting services and courses to hearing healthcare providers.

• References

• 1 Strom K. Survey of Ric Pricing in 2017. Available at: www.hearingreview.com/2018/03/hearing-review-survey-ric-pricing-2017/ . Accessed February 7, 2019
• 2 Tracy B. 7 Key Selling Habits All Sales Professionals Must Develop. Available at: https://www.entrepreneur.com/article/297771 . Accessed March 10, 2019
• 3 Rackham N. The Spin Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources. New York: McGraw Hill; 1996: 37-38
• 4 Cialdini R. The Six Secrets of Getting Patients to Say “Yes”. Available at: https://www.inc.com/robert-cialdini/6-secrets-to-getting-people-to-say-yes.html . Accessed March 3, 2019