What you will learn from the best sales trainers, people like my friend Ashley Latter, is that empathetic listening makes all the difference in relationships with business partners, team members, freelancers, suppliers and patients. Add to that your family, friends and neighbours and it becomes a huge part of “who” you are – rather more
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The 1st June has arrived and just in case you are feeling a bit down today, I have the perfect cure – guaranteed to put a smile back on your face. All you need to do is spend a few minutes browsing practices for sale in your area on some of the independent valuers web
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In the world of pure sales, we begin every month as if we were starting a new job. “Not a lot of people know this” but my work for 7connections generates my income on a performance-only remuneration basis. Every month my fees are totalled (that’s for coaching, training, speaking and mentoring). From that total a
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In the summer of 1987, financier Sir James Goldsmith was on a business trip to New York when he found himself early for a meeting. He sat down in the lobby of the building he was visiting – to have his shoes shined. The shoe shine man looked up as he polished and asked: “are
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It’s not often we see a new player in the dental insurance and plan arena but this product caught my attention and is worthy of your attention. Having diligently worked their way through the innovation cycle, Marc and Paul are now ready to connect with early adopters. GET DENTAL PLANS – BRIDGING THE GAP Get
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The valuer’s value; The real economic value; The predator’s value; The opportunity value. I’m going to focus on the practice with turnover between £400,000 and £600,000 – because there are a lot of Principals flying at that altitude who are ignored by the large corporates as being too small to bother. Assume a practice with
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Having rubbished your recall systems on Friday, I mentioned that reactivation was the #2 most important part of your marketing plan. That means reactivating prospective new patients who left the building with a treatment plan but didn’t take up the offer. Normally, your systems for keeping those people connected are scrappy or you are afraid
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In 1997 I walked into a dental practice, to be confronted by a sign that read “NHS Patients”, with an arrow pointing to the left. Looking in that direction, I saw a traditional dental reception desk and waiting area (yes – they had a room dedicated to waiting), with the usual dog-eared magazines, kiddies toys,
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Yesterday my work was with a budding micro-corporate in North London. The morning meeting was with the Principal and 4 associates. We talked about the simple stuff first. The specific wording required to answer patient FAQ’s chair side. Why are you charging me £4,000 when I can see this same treatment advertised in town for
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Inevitably I get a lot of questions about pricing, usually in connection with: what should I charge my patient? what should I pay my associate? should I offer 0% finance? what discount should I offer for those who join my plan? Without exception, the conversation begins at the wrong end – with the price. Dare
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