Table of Contents

1. It all starts with you
2. We always influence
3. The patient greeting
4. The darkened room
5. The post test summary - part one
6. Good questions - how to uncover needs and desires
7. The post test summary - part two
8. Selling contact lenses - the non clinical way
9. The listening process - how to add clinical and commercial value
10. Handling objections - (it is easier than it looks)
11. The handover - the link between Optometrist and Dispenser
12. Motivation techniques - bringing the best out in people
13. Addendum - Krauthammer International