The ability to sell is the number one skill in business. Don’t pretend for a minute you are not in the business of selling.
In order to sell you need to Know yourself first. What are your strengths and weaknesses?
Confidence confidence confidence. People respond to confidence. Know your product well and your presentation will be from a position of calm and comfort.
Remember you always will know more than your patient.
Be skillful. Go to seminars but then practice practice practice.
Find a mentor – work to learn rather than work to earn.
Handling objections – keep subtly reminding your patient of the required treatment. Use options available to you such as health fund rebates but don’t emphasize this as the cornerstone for treatment acceptance.
Focus on the treatment required – what is best for your tooth/mouth.
Use illustrations to convey your point – a picture paints a thousand words. Have a whiteboard in your room.
Get a digital camera, intraoral camera – also good for medico legal protection. Be thorough and always be closing.
Don’t say ‘think about it – here’s more info’ , rather say ‘you need this’ and believe it.