EP 084: Selling Physical Therapy by Asking the Right Questions

How can you immediately get better at sales and generate more income for your CashPT business? All it takes is asking the right questions. In this episode, Aaron shares the top five questions you must be asking potential patients. They’ll stop you from feeling sales-y and explaining your value to people by leading them to see the value themselves. You’ll also get some bonus questions to help you close, techniques for dealing with objections, and instructions for getting exact scripts you can use in your practice today for free. With this training in your arsenal, you’ll never have to worry about getting patients to pay cash for physical therapy again!


People don’t make analytical decisions about their health, they make emotional decisions.

-Aaron LeBauer


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Physical therapy


Time Stamps:

1:27 – The realization that made Aaron raise his rates and how he learned sales to make it happen

14:23 – You’re talking to your patients about the wrong thing. Here’s why you need to stay away from analytical conversations

16:12 – What is permission-based selling?

17:50 – The top five questions you must be asking your patients

21:41 – Three bonus questions that will help you close the sale

23:00 – What to do if you get an objection

25:00 – Objections aren’t no’s. Here’s what they usually mean

26:50 – How you can get a PDF of these questions, scripts to use in your practice, and follow up sales training from Aaron all for free                                                                             

Resources: The Only 5 Questions Successful PT Practice Owners Ask to Get Their Patients to Pay Cash for Physical Therapy!

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About The Author

Aaron LeBauer

Aaron LeBauer PT, DPT, LMBT started a 100% cash based physical therapy practice right after graduation. He's on a mission to save 100 million people from unnecessary surgery & enjoys helping passionate therapists build successful businesses without relying on insurance.

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