Page 3 - Essilor Experts Sales Playbook

QUALIFY

DEVELOP THE NEED FOR ESSILOR EXPERTS™

Through conversation with the ECP, use qualifying
questions to gain information or key facts regarding
their practice.

Use additional questions to uncover problems and
then develop the need where Essilor Experts™
would be the solution.

The focus is on determining how willing the
account is to solve problems using the benefits
provided by Essilor Experts™. The 3 key
deliverables are: Engage, Optimize and Attract.

EXAMPLES

STATEMENTS & QUESTIONS YOU CAN USE

ECPs will be able to attract more patients by leveraging Essilor’s innovative practice marketing solutions such as focused
digital and direct advertising and the Essilor ECP locator.

How do you attract new patients to your practice today?
What tools and resources do you use to drive traffic to your practice?
How much $ do you spend on marketing every year?

Essilor Experts can ensure patients are better engaged and consistently have a great experience by taking advantage of
specialized staff training and development, as well as customized in-office merchandising.
How do you make sure that you maximize your patient experience so that they
will stay with you and refer their family and friends?
What do you do today to keep the patients in your practice with you for an
extended period of time?

Practices partnering through the Essilor Experts™ program will take their business to another level by simplifying
dispensing with product portfolio optimization and benefiting from exclusive business consulting services.

Is your staff and/or patients overwhelmed by the many product choices that
they have?
What process are you facilitating in your practice to set goals and ensure all the
goals are achieved?