Razi Berry
A practical tool for doctors, practice managers, and staff to support patient decision-making and follow-through
Practitioners often say they do not want to be salespeople. In practice, sales are simply a decision and a transaction between two people. One person has a problem, and the other offers a solution. If you are confident in your clinical reasoning and your ability to help, the moment of commitment is when you help the patient agree to a plan and take the next step.
Author and motivational speaker Zig Ziglar popularized a technique known as trial closes. Trial closes are brief check-in questions used throughout a conversation to assess understanding, comfort, and readiness. They help surface hesitation early, allow patients to ask clarifying questions, and give the care team an opportunity to address barriers before the visit ends without a clear plan.
In a clinical setting, trial closes work best when they remain patient-centered and practical. These questions can be used by doctors, practice managers, and staff to confirm alignment, clarify concerns, and support patient follow-through.
Examples of Trial Closes for Practitioners
- How does this plan fit your health goals right now?
- Does this address the main concerns you came in with today?
- What feels most important for us to focus on first?
- What questions are coming up for you?
- How do you feel about this plan so far?
- Is this the kind of clinical support you were hoping for?
- Does anything about starting this feel uncertain for you?
- Can you see how this step connects to the symptoms you are dealing with?
- Do you feel comfortable with the risks, benefits, and alternatives we discussed?
- Do these changes feel manageable for you, or would additional support be helpful?
- What might get in the way of you following through?
- Would you prefer this option, or the alternative we discussed?
- Would this follow-up timing work for you?
- If we can address your concern about [specific issue], are you comfortable moving forward?
- If we schedule your next step today, what day and time works best?
When used consistently, these questions support clear communication and informed decision-making. They help patients articulate what they need in order to proceed and allow the care team to respond with clarity and structure. This approach improves follow-through by ensuring that agreement, understanding, and readiness are established before the patient leaves the visit.
Razi Ann Berry is Publisher and Co-Founder of NDNR Journal of Applied Natural Medicine, founded in 2005. Her work has been recognized by the American Association of Naturopathic Physicians with the Champion of Naturopathic Medicine Award (2017) and Corporation of the Year (2009), and by the Mindshare Collaborative with the Rising Tide Award (2019) and an award for Best Digital Media (2016). Since 2014, she has hosted the annual Physician’s Choice Awards. Her practice-building perspective is grounded in 14 years as a clinic co-owner from 2001-2015 and in leading a mastermind for naturopathic doctors.
