Whenever I train doctors or attend conferences, a common phrase I hear is “I am here to see patients and not sell glasses. I wish corporate would get off my back about selling glasses and let me practice medicine”. Instantly, I chuckle because the reality is that we are in the business of selling glasses.
In order to have lucrative practice one must realize that there is both a medical and retail aspect to our profession. The best optometrists that I have come across understand this concept. The secret to not directly but indirectly selling is to recognize trigger words and accommodate your patient’s needs. If interested in learning more, contact us for consulting and training services!