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



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!



Just want to remind you to visit!

It’s been a work in progress. Many have asked me whether or not it is appropriate for Dentists. It is. I’ve tightened it up over the years. Remember! I’ve written about the idea of Familiarity in the past. You can’t buy anything of which you’re not familiar. How do we get Dentists familiar with what they are going to potentially purchase? Pictures, videos, links, etc. has all of this for six of the leading dental manufacturers in North America. One thing links to another. Thanks!

The only way to de-value the old equipment that the Doctor limps along with today, is to pump up the value of the equipment that the Dentist will purchase in the future. I was in Chicago. I saw, just how robust things are in Dentistry presently! Promote!

….And Thanks!

10 Minutes at the Hinman



In Atlanta, if you come by for a 10 minute detail on my Air Techniques Provecta S Pan, you will receive one of these little gems. These Tennessee peanut butter delights, are hand-made in the green pastures Vanderbilt University. What-you don’t believe me? You think I’m exaggerating?

Not only will you receive a Nashville Truffle Baby, you will also receive a Starbucks Gift Card. All I need in exchange is 10 minutes of your focus and attention.