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.
Capture this in the form of a video or in writing to show on social media and to build value around a happy patient.
What is a testimonial
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 statement a treatment coordinator can say to stall and gather their thoughts.
What is "let's slow things down."
_______, 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
This procedure involves placing a titanium post into the jawbone to serve as an artificial tooth root.
What is a dental implant
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 advanced dental imaging technique creates a 3D model of the patient's mouth and jaw.
What is cone beam computed tomography (CBCT)
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
This term refers to a list of distinct benefits or advantages that a business offers
What are unique selling propositions (USP's)
Sherrine's biggest pet peeve with the front desk. Hint $
What is discuss money/have financial conversations at the front desk.