← PayZen
PayZen role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
Helps patients pay medical bills with affordable payment plans, while helping providers get paid faster with less admin work.
Who you'd be calling
Revenue cycle leaders, CFOs, and patient financial services directors at health systems, hospitals, and large physician groups.
Your opener
“Hi [Name], this is [You] from PayZen. I know I'm calling out of the blue, but do you have 30 seconds? I work with health systems on helping patients pay their bills more easily, and I wanted to ask how that works for you today.”
Problems you solve for them
- Patients struggle with surprise medical bills and often delay or skip paying
- Providers wait a long time to collect patient balances and write off bad debt
- Billing and collections staff spend hours on manual follow-up
Discovery questions to ask
- How do patients who can't pay a bill in full set up payment today?
- How much of your patient balances end up in collections or written off?
- How much staff time goes into chasing patient payments?
Objections they'll throw at you
“I'm busy right now.”
→ Of course, I know healthcare schedules are packed. Could we pick a quick time next week, and what works best?
“We're not interested.”
→ I understand. Is that because patient collections already run smoothly, or just because the timing is off?
“We already have a payment plan vendor.”
→ Good to hear you have something in place. How are results going: do more patients pay, and does it save your team time?
“Just send me an email.”
→ Happy to. So I send the right thing, would you rather see how it helps patients or how it helps your collections?
Competitors worth knowing
Cedar, Flywire
Interview tips for this company
- Learn the basic words: revenue cycle, patient responsibility, bad debt, and high-deductible plans.
- Stay empathetic. This is about patients' financial stress as well as money for hospitals.
Written from public information about PayZen to help you practice. Ask an insider what their role play looked like; it's the best prep there is.