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Objection # 2: “There are too many choices for Varilux® and I do not know which to use and when”.

Question to ask:
• How do you evaluate the products and solutions that you currently carry in your practice? Why is
that/those things important to you?
• I understand your concern regarding the variety of options with Varilux progressive lenses. What
are the challenges your patients encounter currently with the progressive lenses you recommend
so I can recommend the best Varilux® solution for your patients and your practice?

Sales Response:
“I completely understand, and in fact, with so many Progressives on the market in general, deciding
which products to dispense can be overwhelming and staff training can be a daunting task. Our
Varilux portfolio currently has 3 key Varilux® progressive designs that can be customized with
additional technology upgrades to maximize their performance and quality of vision provided to
your patients. By partnering with Essilor and myself, I can help you streamline your product offering
and provide training to your staff on our different designs and technology to allow you to choose
the product that matches your practice needs while providing the best possible solution to maximize
your patient’s vision.”

“Doctor I agree that there are lot of choices, and that can be a very good thing. Think about when
you go to the grocery store and you walk up the chip/pretzel/snack aisle. How many bags of
munchies do you see that are “perfect” for you? Many……how many do you buy? 2 or 3…..why?
Because some suit your needs better than others, and some make sense to you for particular
reasons. Just because there are numerous selections available you don’t let yourself get
overwhelmed with all the choices. In the end, all you are doing is streamlining the offerings you
have for your family by what you choose. There is a reason you don’t let that be a challenge and
why you make the selections you do.
This can be applied to selecting the progressive portfolio for your practice. Our role as your business
consultant is to help you think through and streamline your progressive portfolio so it makes the
most sense and meets the needs of your patients, your staff, and your practice.”

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