One of the questions I addressed from the audience during a recent webinar last night dealt with the issue of “hagglers” ? people who try to use a lower quoted…
One of the suggestions that I make to client TCs that I am coaching is to send me their more difficult patient consults when selecting videotaped cases for review; the…
Most practices encounter negotiation issues with various ethnic groups that, if not understood and addressed properly, can make getting to “yes” difficult. This week’s post takes a look at this…
In my last article we discussed handling several issues related to discounting, one of those issues being whether or not to match a sibling discount offered by another practice that…
An area of your business in which I am getting increasingly involved, by request, is the manner in which incoming inquiries are handled by your front-desk staff. My book Yes…
This past week, TCs at two different client practices of mine both encountered prospective patients that came in with a lower fee from another, previously visited practice – and attempted…
