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Always Room For A Craftsman

Earlier this year, I wrote a post about the growing concerns I hear from reps about how much the dental industry is changing. Corporate dentistry is playing a bigger role in the market and many of those organizations ‘buy’ very differently. Not only is it more difficult to identify and connect with decision makers in […]

How To Get A Bad Sales Call Back On Track

From Wikipedia, flow “is the mental state of operation in which a person performing an activity is fully immersed in a feeling of energized focus, full involvement, and enjoyment in the process of the activity.” You’ve had the experience of being in state of flow on sales calls and demos. Everything is working. You find it easy […]

Your Sales Trainer Only Told You Half The Story

At some point in your career, a sales trainer taught you that selling is essentially about solving problems (stopping pain) or creating opportunities (creating gain) for your prospects. Ask enough questions to better understand the prospect’s business and the gaps that exist, then sell solutions that fill said gaps. It’s a simple and logical equation […]

From The Archive: The Game Changing Skill You Need To Be An Elite Salesperson

Sales trainers and coaches (yes people like us) talk frequently about the various competencies you need to master to be an effective salesperson. For example, there’s questioning and listening, differentiating yourself, and presentation skills. You know the rest. But there’s one that doesn’t get talked about enough, although recent articles and books are spending more […]

WestJet Gives A Master Class In Creating An Amazing Client Experience

Is it really that difficult to stand out from the competition? Do prospects really only care about price? When your product/service/offering is the same as everything else available in the marketplace, the answers to both these questions is “Yes!” You’ve given no other way to distinguish yourself, so price should be the deciding factor. However, […]

DSP 008: Marketing Lessons For Salespeople With Fred Joyal

As the dental industry gets more competitive, getting prospect’s attention is more difficult. That’s why it more important than ever that you learn better ways to market yourself to your target audience. You can no longer rely solely on the corporate marketing department to do this for you. What is your personal brand? What messages […]