Methodology

BRIDGE -
Sales Methodology

1. Background Analysis

Objective: Build a data-driven foundation for client interactions.
Actions:

Review CRM notes, past purchases, and client-specific preferences.
Research client workflows (e.g., "Do they specialize in All-on-4 implants?").
Prepare tailored talking points aligned with the client’s history.
Tools: CRM dashboards, purchase history reports, competitor analysis briefs.

2. Reveal Purpose

Objective: Establish clarity and alignment upfront.
Actions:

State the call’s goal within the first 60 seconds (e.g., "I’m calling to discuss our new implant line for full-arch cases").
Confirm agreement on the agenda (e.g., "Does this align with your current priorities?").
Script Example:

"Dr. Lee, I know you’ve been using our zirconia crowns since March. Today, I’d like to share how our implants can reduce your chair time by 20%."

3. Investigate Needs

Objective: Establish clarity and alignment upfront.
Actions:

State the call’s goal within the first 60 seconds (e.g., "I’m calling to discuss our new implant line for full-arch cases").
Confirm agreement on the agenda (e.g., "Does this align with your current priorities?").
Script Example:

"Dr. Lee, I know you’ve been using our zirconia crowns since March. Today, I’d like to share how our implants can reduce your chair time by 20%."

4. Deliver Value

Objective: Position solutions as client-specific advantages.
Actions:

Highlight features that directly address stated needs (e.g., "Our implants have 15° angulation to avoid bone grafts").
Present evidence (case studies, certifications, testimonials).

Emphasize non-product benefits (e.g., 24/7 technical support).
Value Levers: Cost savings, workflow efficiency, clinical outcomes.

5. Guide to Commitment

Objective: Overcome objections and secure action.
Actions:

Address concerns with data (e.g., "Our FDA clearance covers this specific indication").
Offer risk-reduced trials (e.g., "Let’s send a sample kit for your next case").

Present limited-time incentives (e.g., "20% discount on first implant order").
Closing Techniques: Assumptive language ("When should we schedule training?"), alternative choice ("Would you prefer the trial kit or full inventory?").

6. Establish Next Steps

Objective: Ensure momentum post-call.
Actions:

Schedule follow-ups (e.g., "Let’s reconvene after your trial period").
Confirm deliverables (e.g., "I’ll email the surgical guide specs by 5 PM").
Assign client "homework" (e.g., "Please share your lab’s impression requirements").
Cadence Rules: Follow up within 24 hours, document next steps in CRM.

Implementation Tools

CRM Integration: Log all BRIDGE stages in HubSpot/Salesforce with tags for each letter.
Sales Playbook: Scripts for each stage (e.g., 5 Investigate Needs questions).
Training Modules: Role-playing for common scenarios (e.g., price objections during Guide to Commitment).

Why BRIDGE Works

Client-Centric: Focuses on needs discovery before pitching.
Process-Driven: Eliminates "spray and pray" sales tactics.
Scalable: Repeats consistently across industries with consultative sales cycles.

This methodology combines elements of MEDDIC, SPIN Selling, and Solution Selling, optimized for teams requiring structured yet adaptable frameworks.

1. Preparation and research;If client bought before, know what products they were buying, look up for the notes from previous interactions; 2. Decide for yourself what is the purpose for your call before you call. During the conversation stick to it and come back to it at the end of the call;Purpose can be: sell implants, simple follow up, ask for address or email, ask for feedback etc. 3. Greetings and introduction (here you find our who you are talking to: doctor, aisstant, patient, lab, school etc);Greet the client, introduce yourself, refer to our company (mention about your previous interaction like call or email, or to products they were byuing before or their interest etc) 4. Tell the client why you are calling;I am calling to tell you about our implants: to ask your feedback about the products you bought: to double check the shipping address etc) 5. Find out as much as possible information;What procedures they do, what type of restoration, if they do all on 4-6, which brands they use now, what products they are in need of, what they like about products of current brand, what they dont like. Note it and build your next speech based on received info 6. Bring them the value;Based on received info from client tell them why our products will match their needs, why he should buy from us. Explain about products features, customer service, technical consulting, quality, price etc. Analyze what is valuable for the client and use accurate tools. 7. Answer their qustions;Listen carefully what they say, make notes to CRM, analyse info you receive. Make sure your client get the accurate answer to the questions they ask. 8. Summarize the call and give offer;Give your client short recap about conversation (based on your interest in MUA, let me offer you our set with 20% : or let us send you a trial kit, or anything related to the current conversation) 9. Schedule future interaction;Always make a plan with the client about the plan of the future contact. It can be agreement about calling in 2 days, sending catalog, sending links to affiliate program, creating and sending cart etc. It should match with the initial purpose of your call.