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. Das has been practicing for over _____years.
Dr. Pham 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
The vast majority of your patients will fit this behavioral style. This patient is resistant to change.
What is a "S" Steady
Dr. Das earned his dental degree from this University
What is Baylor College 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. Very analytical and accurate
What is a "C" compliant
Dr. Pham earned his dental degree from this University.
What is Baylor University
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
Dr. Pham is very passionate and takes pleasure in doing this.
What is giving back to the community and providing dental services in underserved areas.
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
During his spare time, Dr. Das enjoys these hobbies
?????
Sherrine's biggest pet peeve with the front desk. Hint $
What is discuss money/have financial conversations at the front desk.