And by the way, the point is the benefit that is important to your customer, not you.”
Source: Vet Advantage, August 2022. Link. Avoid a data dump instead of an invitation to look at data is important to this practice. This behavior hopes something will resonate because the rep has no idea what is important in this practice
INSIGHTS: In addition to reps, this applies to the front desk, vet techs, practice managers, DVMs and owners. Anyone who interfaces with the customer will be more effective remembering these key points about common goal statements:
- Your confidence
- Invitation to neutral; look/listen
- Acknowledging the customer as the decision maker