The Right Way to Demo

By Robin Donham, ReSound Product Training Manager

According to audiologists and dispensers that recommend and sell ReSound products, the key to the sale is in the demonstration. A great demonstration could mean a satisfied hearing instrument user even before the first fit appointment.

“By offering a demo of ReSound Alera, my patients have the opportunity to experience the benefit they can receive,” says audiologist, Cori Walker.   “This ‘demo of trust’ enables them to hear what the instruments can actually do for them. I am finding that the Alera products can meet the needs of almost all of my patients and subsequently has become the hearing aid of choice for approximately 70% of my patients.”

Ken Stallons of Omaha ENT Specialists says that Alera is 90% of what he dispenses. “Alera works in all the situations that I set people up in. I see the instant “wow effect” that it has on people during the demonstrations.  It’s durable, reliable and really makes people happy.”  He also stresses the importance of demoing correctly.  “In terms of sales, the key is the demonstration.  I just need to get people into the office to demo Alera.  As long as you demo correctly, Alera sells itself.”

One great way to demonstrate ReSound Alera is using the wireless accessories.  Typically, the default setting “Streamer + Mic” with the prescribed + 3dB streamer volume, over the volume provided by the instrument microphones, will work very well for demonstrations because there will be a clear signal streamed from the Unite TV Streamer directly to the instruments, but the patient will also be able to hear speech from the environment.  Changing this default to “Streamer only,” could result in a sudden loss of hearing the environmental or surrounding sounds, such as hearing his/her spouse’s voice.  It is hard to explain to someone who can’t hear you, but hears the TV loud and clear, that they have a choice between hearing the TV only and hearing the TV plus the world around them – especially when you’ve just turned off the world around them. So, keep the default setting for a demonstration on “Streamer + HI Mic” and keep the microphone balance at +3 dB to avoid this confusion altogether. The remote control demonstration is now easier as well because the Remote Control VC controls the HI mics or the sound from world around the patient, versus the TV streamer VC positioned on the top of the Unite TV Streamer, which always controls the streamed TV volume setting. Typically, the comfort user experience level is preferred for new users.

Here are step-by-step instructions for setting up the demo in your clinic:

1. Open the demo file and input the new audio from the results obtained that day
2. Enter Aventa 3 and choose the appropriate experience level (For new users’ “COMFORT EXPERIENCE LEVEL” is optimal)
3. Click AutoFit – Demo aids will CONNECT, and recognize a new audiogram has been inputted for the demonstration file. Select to use the audiogram you just inputted into the file. Run the DFS Ultra when prompted and SAVE
   a.    Stop here to verify the correct receiver is selected. If not, enter the Pre-Fit tab to reconfigure the devices. All previous data is erased and devices are like new aids – you will need to re-run the DFS Ultra if you change the receiver configuration
   b.    If you are in a new client file this will be a new fitting, so you must assign the R and L ears. Keep in mind, when the new devices arrive for the First Fit appointment, you will need to unassign these demonstration hearing aids, prior to connecting and assigning the new aids devices to the client.
4. Keep the TV Streamer paired to the demo aids and connected to your computer using the USB charger and the audio adapter
5.  Keep the Remote Control paired and in the lock “off” position
6. Keep the Bluetooth phone clip paired and charged

If you have any questions about demoing Alera or any other ReSound product, please contact us at marketing@gnresound.com.