FREE LIVE EVENT: Ask the Coach, Thursday, May 27 at 11:00 AM EDT

It’s time to get back to the good parts of life. It’s time to focus on growth and gratitude, so we can live healthier, wealthier more fulfilling passionate lives.

People that recover and rebound well, are people who take confident courageous action to put one foot in front of another. And, it helps to have a guide—someone to offer a fresh perspective to move forward.
 
This Thursday, May 27 at 8:00-9:00 AM PDT, I will host a live virtual event Ask the Coach. If you’ve ever been curious about coaching, what it is, if it works, how it works…join us.You can watch as others get coached or volunteer to experience coaching for yourself. Either way, you’ll be changed for the better.

P.S. If you’d like a little more support, I coach students every week at The Dental Industry Insider SALES SCHOOL.  We’d love to have you join us.

It’s Time…doctors are waiting

Tomorrow is the beginning of another week. We are five months in on the sales year…and 18 months in on the COVID crisis. It’s time to make some changes…it’s time to level up. Now more than ever, dentists are waiting to be lead.
 
They want to know better, do better, be better by the value you bring. Clinicians are fiercely committed to their profession and their patients. This is why they put their scrubs on every morning…this is why they leave their babies and the comfort of their home…to show up in service.

They want to know about the support, information, services, and products that will elevate their contribution.  Providers want to know how to create better results for their patients, their practice and themselves. They are waiting for you. 

You are the ‘educational event’ they are waiting for. You have what they need…and only you can deliver it.

Let the COVID crisis change you. Make you stronger, more committed more determined to bring your best to your customers, your accounts and to the doctors that you haven’t even met. 

Now is the time to be better and do better for your boss, your company and YES for yourself. It’s time…stop wallowing in fear, self-doubt, and the excuses you’ve been hiding behind to play small. You have no idea just how powerful, influential, and valuable you really are! 

You are the answer doctors, and their patients are waiting for. They have challenges…you’ve got solutions. 

So, make the calls…reach out…lean in… do whatever it takes to reconnect. And do it like you mean it. 

Get out there…be the change you wish to see in this industry….do it….one call at a time.

P.S. If you’d like a little more support, I coach students every week at The Dental Industry Insider SALES SCHOOL.  We’d love to have you join us.

Podcast #18: Hour One-A Better Way to Tackle Your To Do List

As you begin another busy week, I thought you’d appreciate my latest podcast where I share a process for getting more done in less time.


I rarely start each week without it because it is that helpful! So of course, I wanted to share it with you.

I used to begin every Monday feeling a heavy drudgery as I stared at my calendar.  The thoughts of everything that needed to get done made me want to crawl back under the covers and hide!

Today, I actually look forward to this planning process I call Hour One. Dale Carnegie was spot on when he said, “One hour of planning saves 10 hours of doing.”

I’ve found Hour One actually takes less than 60 minutes and delivers hours and hours of increased personal productivity. And, as a HUGE added bonus, I can throw my ToDo list away!

Podcast #17: Building Buyer Interest from a Distance

A ‘no-contact’ business model has worked well for many industries…but not so much for dentistry.

My firm recently completed a survey of seasoned dental manufacturer reps throughout North America. The results revealed, reaching dentists while respecting social distancing practices is the #1 challenge, suppressing sales today.

Podcast #16: Creating an Annual Growth Plan

By now you’ve noticed that getting back to ‘normal’ is taking a lot longer than most of us ever imagined. Yet, our lives and time march on.

I am excited to share a tool to better align daily actions with our personal and professional goals.

During the hectic holidays it’s hard to slow down to plan for the future. And making resolutions near the New Year just doesn’t ever seem to actually happen. And that is exactly why I waited until now to give you The Annual Growth Plan.

PODCAST #15: The Annual Results Review A Look Back to Leap Forward into a New Year

Research of more than 800 million Strava app users found the day most people give up on their New Year’s Resolution is January 19. (Strava calls it “Quitter’s Day.”)

Even if, two weeks into January, you too are second guessing your resolutions, I know you aren’t a quitter! You’ve accomplished too much to believe that!

Or maybe, in all the New Year action and activity, you haven’t slowed down to make a plan or create a resolution for 2021.

Human beings are teleologic…we are naturally wired to seek goal achievement…aspiration is in our DNA. And, when we fail to plan…yes, we plan to fail.




So, check out today’s podcast, it is first in a two-part mini training on creating a personal Growth Plan. It’s really good and will be easy to stick with because…it’s all about you doing YOU!

Listen in as I walk you through the exact process I personally use every year. The Annual Results Review is powerful and a valuable way to set your mind and your intention to create something bigger and better.

Next week, in Part 2, I’ll share a fantastic process for building a powerful personal Growth Plan.

Complete your Annual Results Review, so together we can create our best year, ever!

Before you listen in, download the FREE Annual Results Review Workbook to follow along.

#11: How to Turn Up the Volume on Customer Value

As a representative you have many opportunities to deliver value to dentists and their team by the level of support you provide. Doctors remain happy and loyal to a product, company and representatives they believe support their practice, patient and procedure goals. So, one of the best ways for you to reach your numbers and continue to grow your territory is to create new customers and keep the ones you have.

Given the pressure to reach sales targets, it’s easy to lead sales calls with product promotions, focus on sales and miss opportunities to serve and support. Yet, the most effective way to build credibility, trust and fierce customer loyalty is by becoming a trusted advisor. This podcast provides practical steps to help you do just that.

2 Ways Managers Can Boost Team Performance

When productivity is down, it is common for managers to blame the weak skills of team members. But what if under-developed skills were not the problem?

Supervisors often assume their employees understand company goals and know how to reach them. Yet, Gallup research suggests, only half of workers said they ‘strongly agree’ they know what is expected of them at work. And, only 32 percent said their manager offers assistance setting performance goals.

How can team members achieve results if they don’t understand what is truly expected? One of the best ways managers can directly impact productivity is to ensure every team member is crystal clear on the mission as well as the tactical steps to get there. And, as you’d suspect, performance improvement comes down to clear concise communication.

I recommend, two practical management tactics that will help.

One-On-One Sessions. These are short (30 min) meetings held each week between manager and each team member. Many managers say this single change in routine has transformed their relationship with team members and done wonders to significantly improve performance.

Use a session format you find most productive; the magic lies in your consistency and candor. It will be helpful to take notes during each session to track action steps and commitments made. For your convenience, you are welcome to download a FREE copy of this helpful One-On-One Template.

Consider using this simple yet powerful format:  

  • Connect to strengthen the relationship
  • Catch Up on projects pending
  • Confer about obstacles to realize results

If you think your people are fine, happy, motivated and good to go on the job…. think again. Gallup reported that only 42% of workers say they are ‘satisfied’ on the job. This suggests a whopping 62% of your team may not be as passionate about work as you might think. And, in times of lagging results, communication is king.

Another way managers’ can positively impact performance are monthly Mentorship Meetings. These are similar to One-on-One’s but focus more on big picture skills, thoughts and daily activities that drive results.

As an effective leader, you must lean in when employees may be leaning out. Weekly One-On-One Sessions and monthly Mentorship Meetings are two practical tactics that will increase communication, strengthen your relationships and serve as powerful venues to positively impact performance.

Download the free template for conducting One-On-One Sessions HERE.

How to Re-Engage Past Prospects

Unfortunately, not all prospects buy at the time of a sales presentation.

You’ve heard all the excuses:

  • They want to think about it
  • They’ll order after they run out of their current product
  • Want to give the order to their retail rep
  • Talk to colleagues and ‘study club buddies’
  • They want to wait for a promotion or better deal

60% of customers say ‘no’ four times before saying ‘yes’

It’s likely have some doctors that were interested or qualified enough to earn/receive a presentation but for whatever reason, they didn’t buy.

These accounts are in ‘prospect purgatory’. They are using a product or service that does not deliver the same advantages and benefits your product does. As a result, they are not delivering the highest level of care, they are working harder maybe not smarter than they have to, basically something about their current condition is compromised down than if they were buying what you are selling.

3 Steps to Evaluate Anything Better

You likely dedicate a lot of time, attention and energy completing projects. Yet, if you are like most busy executives, your results may suffer due by failure to review and evaluate. 

An effective evaluation offers valuable insights to increase impact and improve results. This week’s Sales Success Snippet offers a 3-step process to evaluate anything quickly and easily.

Why Evaluate?

Improves Design & Implementation

Periodic assessment of any project ensures they are as effective as they can be. Evaluation can help you identify areas for improvement and assists in realizing your goals faster with less effort. Additionally, when results are reviewed about what was more and less effective, you improve processes and programs for the future.

Clarifies Impact

Evaluation enables you to understand and therefore better demonstrate your program’s success or progress. The insights offer greater clarity for understanding program impact and value, all critical for improved public relations, staff morale and customer service.

Evaluate your next project, program, sales call or initiative using this proven process and watch your results soar!