Principles of Selling: Know Your Patient

The more you understand your patient, the more qualified you become in talking intelligently about how the product will benefit them. The value of selling is not the article itself, but the use of it. Knowing everything about the use of the product enables you to sell all its uses to the best advantage.

Ask Questions. Everyone likes to talk about themselves. Start with some probing questions about their job, hobbies, families, and while they talk, listen attentively. With a few minutes of conversation, you can quickly assess what add-ons a patient may need with their prescription lenses.

Remember names. Look at the patient chart before you go into a room and use their name as you enter the exam lane. Smile and shake hands for a moment and talk to them briefly about something in which he is interested.

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