Sales 101
Focus on these instead of features during presentations.
What are benefits
Using this inflection can indicate excitement or enthusiasm.
What is upward inflection
This patient hates to waste time.
What is a dominant personality.
Dr. Tepedino has been practicing for over _____years.
Dr. Etheredge has been practicing for over _____years.
What is ???
This happens when a patient takes over a conversation
What is role reversal
This financing company ranks high in approving loans today.
What is Cherry Financing.
Lowering your pitch at the end of a sentence can signal this.
What is confidence or finality
"But what if this happens or that happens?"
What is a "S" Steady
Dr. Tepedino went to this school to earn his Doctor of Dental Medicine.
What is Nova Southeastern University
_______, you are on candid camera!
What is smile
The timeframe for sending a follow-up card for a hot lead
What is within 24 hours?
Bueller...Bueller
What is level inflection
Prone to depression
What is a "C" compliant
Dr. Etheredge graduated at the top of his class at this dental school.
What is The University of Florida
Never end a call without a? Hint 4 words
What is a firm, committed next step.
This active listening technique restates what the speaker has said to confirm understanding.
What is paraphrasing
Use this inflection when discussing money or serious topics
What is downward inflection
Hand this personality type a mirror and increase the likelihood that you can close the case.
What is an "I" Influencer
What is Dr. Etheredge's practice philosophy?
What is to create a warm and caring atmosphere where his patients feel comfortable and at ease.
The #1 piece of information the front desk forgets to ask.
What is the patient's name
This technique involves copying body language, speech, & behavior.
What is mirroring
You can add this technique to break up your statement and add drama
What is a pause
These two personality types might benefit from talking to a patient ambassador
What is an "S" steady and "C" Compliant
The one word that best describes Dr. T when it comes to patient care
What is a perfectionist
Sherrine's biggest pet peeve with the front desk. Hint $
What is discuss money/have financial conversations at the front desk.