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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John D Marvin

John D. Marvin has over 30 years of leadership and marketing experience. He has built a successful marketing strategy business and since 2001 has served as President and Chief Executive Officer of TSO, Inc. Texas State Optical (TSO) is a member owned cooperative consisting of 127 independent, professional optometry practices located throughout the state of Texas. In 2011 the organization was named the tenth largest provider of eye care services in the United States. As a certified speaker, trainer and coach through the John C. Maxwell organization, he is uniquely equipped to help his team members and others grow personally and reach their full potential. He is available to work with individuals and organizations. He also represents the resources and materials of the number one authority on leadership as designated by Forbes magazine, John C. Maxwell.