Practice Advantage
Selling Is a Good Thing with Robert Bell
Episode Summary
Everyone hates sales people because we have a poor definition of "sales." Robert Bell helps us look at sales in a new light and shares wisdom for improving the sales process within your practice.
Episode Notes
On this episode, I sit down with one of the foremost experts on sales in eyecare, Robert Bell, founder of EyeCoach. In this episode, we discuss how we really should look at sales and strategies for improving the sales experience within your practice.
Key Takeaways:
- True sales is not persuading or convincing someone else to buy your product or service. Sales really should be seen as the process of helping someone get what they want and/or need.
- "No" is not a bad word to hear in the sales process. The faster you can get to the "no", the easier and faster it will be to get to the solution that creates a win-win for the patient and practice. Don't let the word "no" be taken personally.
- Stop using the word "recommend." Start using "I'm prescribing."
- Only educate patients on the features and benefits after you've received the patient's permission and only share the features and benefits that directly connect to the patient's problems and needs.
What Robert is reading: