Strategic selling

Levin, Roger P.
November 2004
Proofs;Nov2004, Vol. 87 Issue 5, p54
Trade Publication
This article presents several strategies for successful selling of dental products or services. When you get the opportunity to meet with a dental practice, you must be prepared. Know your product. Too often, sales representatives do not come fully prepared to give a sales presentation. You need to think about questions that may be asked by the dental staff. Use visual aids such as videos and posters to get your message across to the audience. Know your customers. Different practices will have different needs based on a number of factors, including geographical area, the dentist's age, practice size, service mix, and staffing issues. The more information you have about your customers, the better able you will be to match your product with their needs. Know your customer's customers. To get a better understanding of your product or service, you also need to put yourself in the shoes of a dental patient. Know yourself. To improve your presentation and sales skills, you should solicit feedback from friends, colleagues and customers. Information is power. This is especially true when making a sales presentation. The more information you have about your customers and the types of patients they serve, the more effective you will be as a sales representative.


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