The Consultation Power Game: Why Most Surgeons Lose Before They Even Begin
Most surgeons don't even know they're playing.
Yesterday, I watched a colleague lose three potential patients in one afternoon. Not because he lacked skill – he's brilliant. But because he surrendered his power the moment each patient walked in.
After 25+ years and thousands of consultations, I've decoded the brutal truth: The patient who controls the consultation controls the outcome.
The Power Dynamics Nobody Teaches
When that patient sits across from you, they're not just seeking medical advice. They're testing. Probing. Deciding if you're worth submitting their body to. Every question is a power move:
- "What if something goes wrong?" (Testing your confidence)
- "My cousin's doctor charges less" (Testing your value)
- "Can we try physiotherapy first?" (Testing your conviction)
- "What's your success rate?" (Testing your authority)
Answer wrong, and you've already lost.
The Information Asymmetry Advantage
You spent 15+ years mastering surgery. They spent 15 minutes on Google.
Yet most surgeons act like the patient knows better. They negotiate. They justify. They beg.
Stop.
You hold the cards:
- Clinical expertise they can't comprehend
- Pattern recognition from thousands of cases
- Understanding of risks they can't imagine
- Solutions to problems they don't know exist
Use this asymmetry. Not to deceive – but to lead.
The Fatal Mistakes That Kill Conversions
1. The Defensive Surgeon
Patient: "Isn't surgery risky?"
Wrong: "Well, yes, but the risks are minimal and..."
Right: "Every treatment has risks. Including doing nothing. Let me show you why surgery is your safest option."
2. The People-Pleaser
Patient: "Can you reduce your fee?"
Wrong: "Let me see what I can do..."
Right: "My fee reflects my expertise and your outcome. If you want cheaper, you'll get cheaper results."
3. The Over-Explainer
Patient asks one question. You give a 20-minute lecture. You're not educating. You're surrendering authority. Powerful answers are precise, not verbose.
