The Importance of Being Genuine and Authentic

There are 5 Guiding Principles in our Virtual Sales Managers program and chief among them is Being Genuine and Authentic.  This principle is essential to every other behavior and attitude recommended in our program.   Especially in elective surgery and dentistry, people buy on trust and the core of trust is authenticity.

I know what...

There are 5 Guiding Principles in our Virtual Sales Managers program and chief among them is Being Genuine and Authentic.  This principle is essential to every other behavior and attitude recommended in our program.   Especially in elective surgery and dentistry, people buy on trust and the core of trust is authenticity.

I know what you are saying.  Your team is authentic in how they care for patients.  Let’s hope so.   But, whether they are or not does not matter unless the prospective patient understand this to be so.  This is the challenge of authenticity: conveying it genuinely.

As a marketing consultant, I listen to some of my clients’ recorded phone calls when coaching is requested.  I hear good people fail to communicate authentic commitment to help all the time.  I also hear a lack of authenticity in these calls quite frequently.  This is one of the reasons we developed the Virtual Sales Managers: because so much possible business is lost through poor execution on the phone.

In a nutshell, this is why being genuine and authentic is Job #1.  In aesthetic medicine, you are selling a high value service.  Even on a low cost treatment like Botox or tooth whitening, the value is high for the patient because it affects their outward appearance.  So, prospective patients go through the same kind of checklist in their head in buying a procedure from you as they do if they were buying a home or a luxury car.  The details and questions may vary but their basic approach does not change.  And, studies of big-ticket, high-value sales transactions agree that trust must be established for most to move forward with high value transactions.  Sales people who know this are the most successful.

Can you trust someone completely if you think they are not being genuine with you?  The Virtual Sales Managers daily sales tips will help keep you focused on developing and maintaining the kind of trust that makes people want to work with you, even if prospects are shopping around.

The market has changed.  With more competitors and customers now shopping on price, sales communication skills are going to be vital to your future success.  If you are interested having the Virtual Sales Managers help you improve these skills on your team, please email me at donald@dogstarmedia.com