Use a Top-Down Approach to Selling

     Patients come to us for the best eyecare, so it only makes sense for us to offer them the best glasses. That's why, unless the doctor has indicated otherwise on the lens recommendation sheet, our optical staff always starts by presenting our best premium lens package, which we call our "Platinum Package." If the patient doesn't want the Platinum Package, then we offer the next step down, our "Value Plus Package," followed by the "Value Package;' and so on. This approach provides patients with a thorough education on available products, as well as the knowledge to balance price against features according to their personal value system.

     It is important that neither doctors nor dispensers pre- judge a patient's budget or spending preferences. Respect for patients includes respect for their decision-making abilities. We offer patients the best, and let them decide. Everyone is the happier for it.