Many of you are too emotionally wrapped up in closing deals.
Try softening your language to turn your expert advice into a suggestion.
If you initiate the insurance conversation with your customer, you are shooting yourself in the foot.
This approach kicks Buyer’s Remorse in the pants!
Stop acquiescing to the dreaded "patient's own frame" scenario.
We fear what we don’t understand. Let’s debunk the myths and find the truth!
Isn't eyewear more significant than, say, a mobile phone?
A few favorite quotes to get you fired up.
It helps you realize what's really important.
Selling doesn't equal persuasion.
Grab a note pad and make an honest assessment.
I identified the power you give Dr. Ummm, now we take the power away!
They're only the largest optometric practice/retailer in the country.
Use this technique to take control of your mindset.
There's a charitable organization in San Francisco doing amazing things.
I try to read everything that comes my way in regard to selling techniques and philosophies, especially when it appears in optometric/optical trade magazines and you’re...
Can the rants of angry customers increase sales? This article originally appeared in the April 2016 edition of INVISION. Ah, angry customers. If a nasty remark...
Being very knowledgeable about what you do can hurt your sales. This article originally appeared in the March 2015 edition of INVISION. The Dummy Curve. It...
Recently, I was driving the coast of California when the Tracy Chapman song, Give Me One Reason, came on the radio. Love that song! Of course...
I know you’re frustrated.Not a day goes by that you don’t hear some variation of this question: How come eyeglasses are so expensive? A while back,...