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.
What is Lexi's favorite pastime as notated on your website?
What is spend time with her hubby, Josh, and their two children, Makenna and Colton.
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
The name of the dental school Dr. McLemore graduated from with honors.
What is UAB School of Dentistry.
_______, 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
Roscoe and Daisy (Name the team member)
Who is Christine
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
This team member has embraced the Tier one call process. She also doesn't look old enough to have five kids.
Who is Michelle
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
Makes up 69 percent of the population.
What is an "S" steady
On your website, you have the words "McLemore Dentistry-Restorative, Cosmetic, & Implant Dentisry...(What is your tagline?)
What is Committed to Excellence
Sherrine's biggest pet peeve with the front desk. Hint $
What is discuss money/have financial conversations at the front desk.