Page 4 - Essilor Experts Sales Playbook

INFLUENCE

WHY SHOULD YOUR CUSTOMER
CHOOSE ESSILOR EXPERTS™?
Once you have developed and/or identified the
problems that tie to your objective, begin to
position how the key resources being provided as
part of Essilor Experts™ can be the solution.

Use questions to elicit responses from the ECP
that indicate their level of interest in this solution.

The focus is on determining to what extent the
account would like to participate and to ensure they
are engaged.

EXAMPLES

STATEMENTS & QUESTIONS YOU CAN USE

Professional marketing services at no cost to ECP including digital advertising, direct marketing, listing on ECP locator
tools, etc. All from an experienced and professional marketing team.

Would it be helpful if you could improve your ability to market your practice? How would that help?
How important is it to you to be able to attract new patients? Why?
How would having professional marketing resources at no cost help you reach your goals?

The in-person specialized training on proven doctor-directed process fundamentals will make sure your staff is
equipped with the right knowledge and tools to create a great experience for every patient. The in-office merchandizing
tools will make the dispensing process smoother and more effective. This combination of tools will reinforce your patient
experience and create loyalty.

What benefit would educating your staff have on patient satisfaction?
How would the ability to maximize your patient’s experience, keep them loyal to your office,
and generate referrals impact your practice?
What are the most significant advantages of patients staying in your practice to purchase
their eyewear?

We will partner with you to define the right product mix to simplify the dispensing process, which will make the
dispensing process more enjoyable for both your staff and patients. The ongoing customized business consulting
services will give you the ability to identify key growth opportunities and the right tools to achieve them.

Are you looking for a way to simplify your product offerings while offering the best products? What
ways would changing your product offering help your staff? Your patients? The office?
How would having customized business consulting service help your reach your practice goals?
Are there other ways it could help?