Several months ago, I visited a favorite antique store, looking for furniture for my new home. Once of the sales people there, a woman named Julie, introduced herself and showed…
If you are a follower of my weekly column, you know that I am currently “on the warpath” with regard to the need for improvement in doctor communication skills during…
If you are a Treatment Coordinator, you have had this happen: at the end of a new-patient consult, the visitor/decision-maker gives every indication that they want to move forward, but…
A request that I have had doctors make of me in the past is to give my opinion on whether or not a TC has the right “personality” for the…
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…
Early in my business career, I supervised a team of about 10 sales people that provided financial services to the business world. The company I worked for provided an excellent…
