The need to justify cost may be losing you sales.

A recent article in Forbes magazine was brought to my attention. Something I find myself doing all the time and certainly did all the time as a vet – at the close of a sale, I would find myself justifying the cost.

It appears every sales person falls into this trap easily, but let’s look at it purely from a veterinary perspective of selling a dental scale and polish. How often would you find yourself listing out in bullet points in a similar manner to this:
“I know its expensive but ……… we have to give a general anaesthetic, we have a separate person monitoring the anaesthetic etc,etc.”  – here we run into a habit of trying to educate the client and perhaps establish our point of difference, which is something that needs to be done, but right after the price is discussed is probably the wrong time.

The truth is that a simple dental is NOT expensive. A better option would be to approach it as, “I am concerned about Fluffy’s oral health if we leave this. If we leave this, Fluffy will need teeth removed in a year or two and may start to suffer from oral infections. The best thing for Fluffy is to have a dental now.”  – best of all, it’s true, because as a vet, that is what your heart is telling you.

Read this article now, I particularly liked the way it was discussed in the manner of proposing to your loved one, it makes sense when you look at it that way:

http://www.forbes.com/sites/stevemeyer/2015/01/09/the-1-reason-why-salespeople-leave-money-on-the-table/

Free Webinar worth attending

Many of you already know Gary Turnbull and Paul Ainsworth, but for those of you who don’t:
Gary is an ASAVA accredited practice owner and speaks regularly on the topic of dentistry and leadership. Paul is former CEO of Australia’s fastest growing company (#1 BRW Fast 100) – they are now co-principals of the Lincoln Institute. There will likely be some worthwhile pearls of wisdom at this webinar particularly in the areas of leadership and delegation, two areas that are becoming increasingly important in running a successful business.

WHEN – Monday 11th May 7:30pm AEST

HOW LONG WILL IT TAKE – 60 minutes (plus Q&A)

WHERE – Online… from the comfort of your home or office

Click here to register:
https://attendee.gotowebinar.com/register/5533701651306052353

WHAT WILL IT BE ABOUT?

Gary will be revealing his story – how a chance introduction resulted in profound changes to his approach to his team – leading to two years of continuous break-through results and ultimately leaving him with the freedom to live his life as he chooses – knowing he has retained 100% ownership of the next egg in which he has invested so much time and energy.

Bottom of the pack – APL Client Days to be run from more venues this year

Zack is a dog who is a couch potato and has an unusual life experience. His owners who were once exciting vets have now become boring accountants. They used to bring him into the exciting vet practice every day, now they bring him into a boring accounting office every day. This gives him a unique dog’s eye view on both professions.

Pictured above taking a ‘Power Nap’ at APL Head Office!

As a Beagle there is nothing I like more than a sniff and a treat. I’m guessing everyone is the same as me, so here are the dates for the next run of APL Client days where you will get the following:

You will get to:
Sniff out areas in your business that are losing you money
Sniff out new opportunities where you can easily make revenue
Sniff out things that are changing in the veterinary market place
Get treated to strategies specific to your business
Get treated to a full years strategic plan for your business
Get treated to a free lunch
And a whole lot more surprise sniffs and treats!

Please Note: Many of the comments in this publication are general in nature and anyone intending to apply the information to practical circumstances should seek professional advice to independently verify their interpretation and the information’s applicability to their particular circumstances. In particular, please note that ‘Zack’ is a dog and does not have opposable thumbs so has to type with his nose.