I found the trust factor to be true for sure. Those 3 minutes are important because it would make the patient feel heard. I took an Anti-Inflammatory food class that discusses how the types of food we eat can help lower inflammation at the VA hospital. Anyway, one of the people who attended with me had mentioned how he had been a various VAs and he found that the Phoenix VA was the worse he's been in. I asked him, what differences have you noticed between this VA and the ones he's been prior and he told me that the other places actually listened to him and the Phoenix VA (in his situation) his Primary Care just treats him like a number. I do agree with him in certain cases where patients are viewed as a number. For me, it took me approximately 8 years to get seen for treatment and all they did was told me to go to Physical Therapy at the VA for two weeks and I was finished after that I think it took an additional year for the VA to have me seen outside. Yeah, that's an example of bad sales for service.
For me as a trainer, I'll spend 5 to 10 minutes speaking to a potential client starting with how that potential client is and what they do. I'll also ask what expectations are they have and any questions or concerns they have. I don't mention price unless they ask outright. After our conversation, we settle out schedules and pricing.