Issue #15 – Quick Closing Quips

  Issue #15 – Quick Closing Quips The YT Team works hard to provide leadership, management, and training to help motivated people and practices reach their capacity.  In our last issue, we kicked off the year with a challenge to “find your WHY,” and thought our readership might now enjoy some tangible YellowTelescope Magic Wordtracksto…

Issue #14 – New Year – New Vision – What’s Your “WHY”?

Issue #14 – New Year – New Vision – What’s Your “WHY”? 2014 can be an abundant year for you and your practice. A key contributing factor is for the practice leader to define his or her joy – the very root of what makes the leader happy in both personal and professional life –…

Issue #13 – The Power Of Habit

Issue #13 – The Power Of Habit For those readers who have listened to any YT Executive Team Member speak, you have likely heard one of our core beliefs: “We are not consultants and do not believe in consulting.” While there are many excellent consultants in a variety of industries and most mean well, we…

Issue #11 – The 7 Steps to Making the Sale | Step 6 – The Doctor Consultation

  Issue #11 – Step 6 to Making the Sale – The Doctor Consultation Once we have established rapport, reviewed the patient’s goals & needs, “built up” the doctor by highlighting accolades, reviewed the procedure exhaustively, and performed a trial close (feeling out patient timeframe, financial readiness, and handling objections), there are only two steps…

Issue #10 – The 7 Steps to Making the Sale | Step 5 – The Trial Close

  Issue #10 – Step 5 to Making The Sale – The Trial Close Once we have established rapport, reviewed the patient’s goals & needs, “built up” the doctor by highlighting accolades, and reviewed the procedure in detail, we now begin the process of scheduling the patient for surgery, even though the doctor has yet…

Issue #6 – Seven Steps to Making the Sale – Step 1

  Issue #6 – The Art of Rapport Building – Step 1 to Making the Sale: It is broadly agreed, based on marketing and sales textbooks, and decades of experience that in most industries and for most products and services, there are 7 steps to making a sale: Build Rapport Review needs & consult Share…