2 Simple Ideas when selling DentaPure


Idea 1 – Fear doesn’t sell

Idea 2- Confusion doesn’t sell

Summary?  Even if you do not “shock’ the lines, you will reduce CFU numbers in a big way by simply installing the filters in year one. Let’s not bite off more than we can chew in our first conversation about adding filters. Let’s not argue with Doctors either. That’s no fun.

Slow and Steady, Nice and Easy…wins the Race, and gets us the conversion. And, It’s the right thing to do.




Going through a bit of a revival with the website. It’ll take some time. Click HERE for quick, Ramvac pre-intall guides at your fingertips.

Forest 3900 Chair-Momentum!


I just walked out of a dentist’s office in West Memphis, Arkansas. Debby Williams DDS. She has now owned seven Forest 3900 chairs for nearly 10 years. She told me that she had one repair… in all that time. She also said I could use her as a reference for anyone who might need a testimonial to make a big-time, money-saving decision.

See fabulous 3900 chair photos here.

and more…at www.psamatt.com


The 7 Ingredients



Hank Barton once forced the entire PSA sales force to travel out to Hillsboro, Oregon. He stuck a video camera in front of us, and he forced us to present his products to him, by using “The 7.” He taught us that after all his years of selling, training, and seminars, that these were the most important keys to an excellent presentation:

Enthusiasm – the ultimate statement to get a presentation started.

Bandwagoning – conveying the idea that “everybody’s getting on this train.”

Testimonial – (tribal) testimonials are the nearby peers who use a similar product. Powerful stuff.

Objection Handled Early – the sales person brings it up first, and handles it early.

Literature – a sales aid. Here we’re trusting the marketing department. Pointing out features. Nuts and Bolts. Visual factor. Awesome flyer and images.

Exclusivity – this is the “hook.” Since no one else has this exclusive feature, why would we look anywhere else?

Close with contrast – Somehow contrast the final price to a higher price (suggested retail  versus final actual price, etc.)


The 7 Ingredients – A Simple Sales Idea to take Seriously.

3 tools to sell intra-oral cameras




Linked here are 3 tools:

  • here is the Elara Brochure pdf from AirTech
  • here is an Elara launch video
  • here is my audio recording with a “how to” on selling the Elara camera (there is also a music-intro where I am trying to play a guitar melody on a jazz standard called “All the Things You Are.” I’ll bet you’ve heard the song somewhere before. Hope you like. Be Kind.) (click on the camera pic)

I want to ask you to consider the Elara as your go-to camera at the Hinman this year in Atlanta. See you there!