- Find a quiet place, free from interruption, and schedule some time for yourself.
- Imagine that you are able to change your personal life over the next 90 days, with all of your assets and skills but with none of your liabilities and perceived weaknesses.
- Write a list of the top 10 things that you would do differently, or have differently around you, over the coming 90 days.
- Take time to consider what you have written.
- Ask yourself: ‘So what would happen if I did this anyway, made these decisions, requests and put in place these boundaries?’
- Consider the outcome(s).
- Consider the possibilities of doing things differently anyway!
Step 2: Attitude
The reason people don’t ask a client to buy is fear of rejection. To sell effectively it is essential to adopt the right attitude to rejection. If someone says ‘no’, they don’t want to buy your product or service, all you have to do is follow these simple steps.
You ask: Is that no never, or is it no, not now?
If they say: ‘No never’ then just walk away from the conversation and delete them from your reservoir.
If it’s: ‘No, not now’ then say, ‘That’s fine – tell me when would it be OK for me to make a diary note to contact you again?’
Step 3: Practice
Practice on others, not your clients. Take time out for selling skills training – schedule periods of time to train yourself and your team on selling skills, either in-house or at another location. The use of role-playing is just as useful in selling as it was in Strategies 4 and 5.
Step 4: Create the time to learn to sell and in which to sell
You cannot sell in a rush – be sure to create ample space in which to sell properly. This means lengthening the time invested in routine examinations.
Do your clients understand everything you can do for them? Do they understand how it can benefit them? Your menu should focus on outcome first and method second. Remember, you are selling benefits.
Make a list of the top 10 products/services that you offer.
Now rewrite this list in terms of how each item benefits the client (e.g. ‘Tooth whitening’ might become ‘A Hollywood smile’ or ‘A permanent solution to discoloured teeth’). Be sure to write clearly and in language the client can understand – avoid jargon.
You are then ready to compose your own dental menu. Consider the example provided here by Dr Anthony Fagg of the Eastgate Dental Practice.
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