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How do you answer this question?
Ok, this is one of the exercises we do at my "How to Sell to Dentists" workshops, and it always results in some interesting discussion, so I am going to throw it out to this group....
How do YOU respond to a dentist that says to you...
"I've got two minutes...what is this?"
What do you do?
Tony
Replies to This Discussion
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Permalink Reply by Mark Haas on -
"It might be something WE need to talk about for your practice !" When do you want to see it?
Mark
P.S. Then have the back up " Oh Dr. (fill in with one down the street) is set to try next !
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Permalink Reply by Marc Daichman on -
Use some sort of open-ended question to get HIM/HER talking about a particular problem (in which your product/service has the solution for).
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Permalink Reply by Merv Tonkin on -
This is easy. You tell him what it is, What it does, And what it can mean to the practice. If you've done your 2 minute drill well you'll get more time to present in depth. Hopefully an intrigued Dentist will ask further questions leading to an order. But at least you can plant the seed for a future sale.
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Permalink Reply by Robert Hays on -
I would say Merv is on the right track. My only input would be to lead with what it does for the practice. ie - "Are you interested in controlling your cost, inproving your profitability and enhancing the patient experience? Then I have a course coming up that you won't want to miss."
Notes
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Created by Dental Sales Rep May 14, 2008 at 7:30pm. Last updated by Dental Sales Rep Dec 9, 2010.
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