salesmeeting1
TRANSCRIPT
Increasing profits
Rodolfo Maldonado
Credibility
Building good relationships
• We’re most likely to relate to others when we share
similarities – even subtle ones.
• Matching verbalizations and mirroring elicits a
generous response. It leads to enhance trust.
• Authenticity in smiling helps encourage others to
have more positive experiences.
• If you make a request, include the word ‘because’
and a strong rationale
Building good relationships
• After you listen. ASK open ended questions.
• Open vs. Closed
• What do you do for a living?
• Do you have any big plans for the weekend?
• Get to know them and understand the customer.
Find similarities and keep them active!
• Connect! Follow up.
Building good relationships
• Listen!! Watch for these:• Needs
• Wants
• Approval vs. disapproval.
POST IT?
•An ounce of
personalized extra
effort is worth a
pound of persuasion
Waiting times in our office
Wait times Strategies• We need to be active on how long each patient
has been waiting.
• Watch for their demeanor from the first couple of
minutes and compare throughout their stay.
• People waiting more than _____ minutes should be
“distracted” or “entertained”
• Hand them the computer to do a review.
• Hand them the coloring book.
• What else?
Long waiting times• “The majority of our patients show up to their
appointment but the small minority that doesn’t affects the schedule dramatically. Please be considerate of others. “
• We need to shift the responsibility to other variables and factors.
• “Our goal is to provide you with fast,quality dental care. Rest assured, we will not sacrifice your quality of service for speed. “
• Being 15 minutes late can delay treatment for up to an hour for other patients. Please be considerate of your fellow earthlings.
Labeling techniques
One small request can lead to big changes!
Predictions… get the mind working
Appointment setting• Two important psychological steps
• Make them picture the situation at hand.
• Ask questions “ Do you see yourself here on (DATE)
with (kids name/self)?
• No show rate can improve from 30 % no show to
10% no show.
Confirming appointments• The commitment needs to become voluntary,
active and publicly declared to others.
• “ We will mark you down as a yes and I’ll let the
doctor know as well.”
• Commitments that are made ACTIVELY are more
powerful.
• Write it down!
Write it down Fool!
oACTIVE
COMMITMENTS
Write it down fool!More than 7 Million medical appointments are
missed by patients in one year.
• People make judgment about themselves based on
observations of their own actions.
• Appointments.
• Do you write it or do they?
• ACTIVE VS. PASSIVE
• We have to start moving from the patient being
passive to active in all facets of our practice.
Even a little bit helps!As you may know
some of the proceeds
from your payment go
towards educating our
community about the
importance of dental
care. We’ve already
given out $13,000 in
free services to San
Antonio area
communities. Any little
bit you can pay today
will help many families
across the city. Will
paying $____ work for
you today?
Why? Because we want positive results.
Important• Gather Email address
• “ It’s required”
Current promotions• $99.00 includes basic cleaning + X-rays- Exams and
Free teeth Whitening.
• Review and Win contest Monthly Per office.
• Boost Teeth Whitening $99.00