You are in a business in which the Economic Buyer – the person releasing the funds for treatment – is often not in attendance for the initial consultation. This fact…
A sales-related problem inherent to the orthodontic profession is the fact that, in many cases, not all parties are present for the consultation, and so what goes home to the family…
In both my books and in past Tip of the Week posts I have provided a number of ways to enhance your practice’s ability to deal with the fact that you frequently…
One of my client doctors sent this quote to me via email this past week. From a corporate sales executive, it is good advice for all of us:“Business is personal.…
Those of you who have had me train with teams know how I dislike six-panel (letter size) fold-up brochures in your take-home-materials. It isn’t the information that I have a…
Once again, we find ourselves at that time of year when Mom and Dad want to talk now and start Junior’s treatment later – later here being after January 1st,…
