that goes on in a sales call that you could not be prepared for.
in preparing for those sales calls, jack reminded me that it’s best to have your sales team role-play and practice, or rather role-practice, their sales questions and answers on each other.
this role-practice could take the form of a twenty-minute session three times a week. or it could be more often. it’s not difficult to find twenty-minute opportunities for two team members to practice and drill their q&as on each other.
what is not appropriate, and what we see so often in the dental office, is that there is no role-practice time, so skills are either learned or never 