#012 Caught in the Friends Without Benefits Zone

People do business with people they know like and trust. And, dentists are no different. But, when customer relationships get stuck in the friends only zone, things feel awkward and sales slow.

As a sales rep, you approach every dental office leading with your style, charisma and expertise. All of this this good…really good. Yet, problems occur when receptionists, ordering assistants and office managers see you as a “friend” and not as a valued business advisor. They have other reps for that.



Knowing how to work your way out of the “friends without benefits zone” can be tricky. So, this podcast episode provides a practical approach on how to establish a friendly yet professional and productive relationship with the people and practices you support, serve and ultimately sell to.

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