• How EW Motion Therapy Adopted Same Side Selling.
• Saw alignment with company values.
• Differentiation was a big challenge.
• Client Vision Pyramid helped explain service levels.
• Referrals grew 34% year over year.
• Aiming for 30% referral growth this year.

Issues & Risks

• Commoditized market with many competitors.
• Staff didn't see themselves as part of the sales team.
• Difficulty training staff in sales and marketing.

Next steps

• Continue using Same Side Selling Academy.
• Provide staff with Same Side Selling books.
• Conduct regular sales training for all staff.
• Roleplay sales scenarios.
• Submit emails and materials for review.
• Reach out with questions in the Monthly Coach’s Corner in the Same Side Selling Academy.

Questions discussed

• How are you different from competitors?
• How do you explain your service levels?
• What results have you seen from Same Side Selling?
• How easy was Same Side Selling to implement?
• What feedback have you received?
• What's the biggest takeaway from Same Side Selling?

Outline

Adopting Same Side Selling in a physical therapy practice with 6 facilities in Alabama.

• Ethan White, CEO of EW Motion Therapy, shares their experience adopting Same Side Selling for over a year, growing from 2 small rooms to 6 facilities in Alabama.
• Ethan explains how the company's focus on quality care and reputation has led to a mindset shift in their sales approach, aligning with their values of teaching, empowering, and transforming their people.
• The company's reliance on referrals from physicians and athletic facilities created a challenge in aligning their sales process with their values, but the "Same Side Selling" approach has helped to address this issue.

Differentiation in physical therapy market.

• Ethan highlights the challenge of differentiation in a commoditized market, emphasizing the importance of a clear message to convey to referral sources and patients.
• Ethan shares how the "Client Vision Pyramid" has been a valuable tool in explaining the difference between their practice and others in the market, particularly when conversing with physicians.
• Effective care teams with physical therapists and orthopedic groups can yield great results.

Implementing Same Side Selling in a physical therapy business.

• Ethan describes seeing a 34% growth in referrals and a target of 30+% this year since implementing Same Side Selling.
• Ethan highlights the importance of aligning marketing and sales with physical therapy practice, citing a 24-year history of engagement with patients.
• Ethan emphasizes the importance of seeing oneself as a salesperson, not just a healthcare professional, to effectively serve clients and build long-term relationships.
• Ian Altman asks Ethan about the adoption and feedback from their team on the Same Side Selling method, with a focus on the client vision pyramid and concise business case.
• Ethan explains that while the training and roleplaying process can be challenging, investing time and discipline in it has led to better results and a more cohesive approach to sales.

Sales growth and professional development in a healthcare company.

• Ian Altman highlights the importance of asking questions and seeking feedback to improve sales performance.
• Ethan emphasizes the value of...