by Robbie Bright-Poole | May 28, 2012 | Sales Training
Or are you spending every visit with them telling them what they need, what they want and what they should do. If you asked you’d find out one of two things. They don’t have a clue what they want They know exactly what they want. If they don’t know what they want,...
by Robbie Bright-Poole | May 13, 2012 | Sales Training
For reasons that appear to rooted in our sub-conscious, the phrase “to sell” evokes a negative emotion. In an attempt to make it more palatable in our profession we refer to the process as “a consultation”, “an evaluation” or any number of other equally and...
by Robbie Bright-Poole | Feb 26, 2012 | Customer Service
It’s time. You’ve attracted a new patient to your office. They actually showed up for their appointment (probably 15 minutes early or 15 minutes late depending on which is more inconvenient for you). They are ready to be called into the back so you can begin the...
by Robbie Bright-Poole | Feb 11, 2012 | Sales Training
We’re interrupting the Customer Service blogs for an important message. Buying and selling a hearing aid is an emotional experience. For every new patient with a hearing loss who walks through your door you’ll hear a few versions of the same story. I can’t hear, I...