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 personality style might say yes today but cancel on you tomorrow if you push too hard.
What is a steadiness personality
What is the name of the sales strategy that takes patients into the future?
What is future pacing?
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
What is True
Instead of saying, “Treatment is expensive,” Real Talk Selling teaches you to use this more empowering phrase.
What is "investment."
_______, 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
If you have a C (Compliant Patient) who is skeptical, what is the #1 thing you should do to ease their concerns?
What is suggest that they talk to a patient ambassador
A patient says, “It’s just a lot right now,” but you’re not sure if it’s the price, the timing, or something else. Before you can respond powerfully, you need to do this.
What is “isolate the objection”?
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. Hint: William wants to work on using this type of inflection more.
What is downward inflection
This personality style may be late on the day of the procedure because they lack attention to detail.
What is an "I" Influencer
A patient says, “This is expensive.” You know better than to assume what that means. To gain clarity and guide the conversation forward, what should you do next?
What is “double click on the word ‘expensive’”?
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
If you have two treatment coordinators who lack the gift of gab, and it's time to hire a third TPC, which personality style should you consider?
What is an I.
When you first answer the phone, the patient may try to take control of the call by asking, “How much is it?” or “Do you take my insurance?” This subtle shift in power dynamic is known as this.
What is “role reversal”?
Sherrine's biggest pet peeve with the front desk. Hint $
What is discuss money/have financial conversations at the front desk.