The Role of Selling in Building the Practice

As a Doctor of Optometry, you send out very powerful messages to your patients and to your employees. Patients look to you as the expert in eye care. They expect you to diagnose their problem, and find the solution. Theyre confident in your skill and knowledge and when you say, I can help you see better with this new prescription, they dont doubt you for a minute.When you made the commitment to run a practice, you were given the important role of sales leader. To reach your revenue goals, you need to recognize this important role and become the model of salesmanship to your employees.

In building your practice, follow these 5 principles to selling:(we will dive deeper into each principle in upcoming posts)

  • Power of Product Knowledge
  • Know Your Patient
  • How to Create Interest
  • How to Create Conviction
  • How to Close the Sale and Get the Order

Published by

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.

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