Christopher Erik Thornburgh: The Sales Approach

SUMMARY

· 15 years of International Dental/Medical Sales
· 15 years of work in Public Relations, Public Speaking and Lecturing
· 10 years of work in Marketing and Research
· 10 years of work in Training with Medical/Dental Equipment
· 4 years of work in Research, Development and Product Design

An accomplished sales professional and manager with experience in all phases of sales, marketing, and customer support. Noted for cultivating new business, broadening penetration, overcoming objections and obstacles, following up, and seeing product through for the customer until final outcome is achieved. Uses educational, ethical, and appropriate sales approach, emphasizing customer needs. The sales process begins with an opportunity to discover and overcome objections, to highlight a product, and to artfully persuade the client to make the decision to buy and use. I possess the self motivation, confidence, persistence, and tactics that allow me to revisit the client until the sale and successful use of the product is achieved.

Thursday, September 13, 2012

The Sales Approach

by Christopher Thornburgh
with cooperation and input from Dr. John Julian

Benefits and Value of your Product
Build Trust with the Customer
First Name Basis
At First, Customer is always Right
Buying things is Emotional
Lead the Customer to the Correct Answer
Take care of the Customers Immediate Needs
Ask the Customers opinion
Learn the Customers Personality
Answer the Customers question with a question
Treat the Customer Special
Give customers hope and they will love you
Respect the Customer
Give the Customer Confidence
We will find a way for the Customer to Pay for It
We are all Customers so treat them the way you would want to be treated
Let the Customers make choices - we only Recommend
The Customer is not alone
Money is the last item you talk about

We build our own knowledge and skills to a higher level than they are today
Structure and Organization is Essential

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Education

Clayton State University
B.B.A. in Marketing with a Minor in Statistical Research

Georgia State University
Associates Degree

University of Paris, France
Study Abroad within an International Business Framework - 2002

University of St. Petersburg, Russia (IMOP)
Study Abroad within an International Business Framework - 2003

Dale Carnegie School of Business
Public Relations and Presentational Speaking - 1995

John Casablanca Modeling and Career Center
Public Relations and Public Speaking - 1993

Academy for Advanced Radiographic Studies
Head and Neck Radiology with Interpretations – 2004

Employment

Renew Digital, 2012 to Present

· West Coast Sales Manager who successfully sold dental radiology equipment into offices, Continuing Education courses, symposiums, and trade shows, to which I have given numerous lectures, presentations, and workshops.

· Setup, installed, and trained on iCAT CBCT 3D units, along with follow-up visits and consultations and always provided first level of technical support.

· Extensive travel experience with large territories covered.

Imaging Systems Inc, 2003 to 2012

· Successfully sold dental/medical-radiology equipment internationally in offices, Continuing Education courses, symposiums, and trade shows, to which I gave numerous lectures, presentations, and workshops.

· Setup, installed, and trained on all equipment sold, along with follow-up visits and consultations and always provided first level of technical support for all equipment sold to my customers.

· Business, Radiology and Head & Neck Anatomy was studied under the internationally recognized author and lecturer Mr. Richard Greenan.

· Extensive travel experience with large territories covered.

· Re-introduced Imaging Systems back into LVI. Installed all equipment and trained all parties on software including the introduction of Anatomage Invivo.

· Meet with course instructors and attended courses, seeked feedback from on campus research and helped with the design and implementation of radiology protocols for their research in Implant Planning, TMJ, Sleep/Airway, Orthodontics, and Cranio-Mandibular Orthopedics.

Wolf Camera, August 2000 to 2003

· Successfully Sold medium to high-end photographic equipment including both film and digital mediums.

· Extensive experience designing product displays and merchandising with promotions and spent a lot of time dealing with inventory management.

FedEx, 1998-2000

· Worked with FedEx in supply chain management for GM, Grainger, Dixie, etc...

· Organized inbound and outbound hubs including line-haul and city distributions.

· Fully trained on all HAZMAT regulations and was a HAZMAT team leader.

SuperCars International, Inc., 1996-1998

· Service Technician on high end automobiles (Ferrari, Lamborghini, Lotus, Porsche).

· Had an integral part in design, research, and testing on all racecars, racecar components and special projects.

· Handled public relations and marketing of services.

Panoz Auto Development, 1995-1996

· Production specialist on the Panoz Roadster AAV (All Aluminum Vehicle) project. Dealt with Ford Motor Company and Jack Roush Performance Engineering in driveline assembly for the Roadster.

· Worked in research and development for the Interiors of the Esperante project.

· Participated in public relations at several large North American auto shows and worked directly under Don and Daniel Panoz.

Presentations/Lectures

Las Vegas Institute, to courses in Implants, TMD, Ortho, Sleep/Airway, 2005 - present

“ Advanced Radiology in Dental Implants ”

“ Cone Beam CT in Dentistry “

“ Advanced Cephalometric and Panoramic Radiology ”

American Academy of Cranial-Facial Pain, 2013 Annual Symposium

“ Cone Beam CT Imaging in Dentistry “

“ Excellence in TMJ and Cephalometric Radiology “

American Academy of Cranial-Facial Pain, 2010 Annual Symposium

“ Cone Beam CT Imaging in Dentistry “

“ Excellence in TMJ and Cephalometric Radiology “

American Academy of Cranial-Facial Pain, 2009 Annual Symposium

“ Cone Beam CT Imaging in Dentistry “

“ Excellence in TMJ and Cephalometric Radiology “

BioResearch, 2005 Annual Symposium, staff course

“ Excellence in TMJ and Cephalometric Radiology “

“ Advanced Radiology in Dental Implants ”

Rondeau Seminars, North American course circuit, 2004 – present, doctor and staff courses

“ Advanced Cephalometric and Panoramic Radiology “

Straight Wire Orthodontic Studies, North American course circuit, 2004 – present, doctor and staff courses

“ Advanced Cephalometric and Panoramic Radiology “

Center for Occlusal Studies, North American course circuit, 2005 – present, doctor and staff courses

“ Excellence in TMJ and Cephalometric Radiology “

OrthoRama Seminars, 2006 Symposium, New Orleans, featuring Dr. Derek Mahoney

“ Basics in Digital Radiology and a 3D Element Workshop “

Trainings

- “In Office Training on 3D Anatomy with the Anatomage Invivo Clinical Viewing Software”, to doctors and staff

- “In Office Training on Basic Panoramic and Cephalometric Principals with Radiographic Interpretations”, to doctors and staff with the Panorex CMT, Planmecca Promax

- “In Office Training on Tomographic Principals with Radiographic Interpretations”, to doctors and staff with the Panorex CMT, Planmecca Promax

- “In Office Training on Cone Beam CT Principals with Radiographic Interpretations”, to doctors and staff with the ICAT Classic, ICAT Platinum (17-19), Gendex CB-500, NewTom VG, Newtom VGi

Mr. Richard W. Greenan is an internationally known X-ray authority and holds degrees and certificates from Franklin Pierce College, Boston University and the USN Dental Technician, Electricity and Electronics and Dental Repair Schools. Formerly a USCG Dental X-ray Technologist, X-ray Specialist and X-ray Products Manager for the S.S. White Co., Ritter X-ray Co., Denar Corp., Quint Sectograph Corp., and J. Morita Corp., Mr. Greenan is President of Imaging Systems, Inc., the Academy for Advanced Radiographic Studies, author of A Practical Atlas of TMJ and Cephalometric Radiology, A Practical Guide to TMJ and Cephalometric Radiology, is published in numerous journals and has contributory chapters in The Bimler Cephalometric Analysis, (Drs. G.B. Bastien, J.W. Truitt), and Advanced Orthopedic and Orthodontic Therapy (Drs. G.B. Bastien, J.W. Truitt). In addition to accruing over 4000 hours of continuing education in Radiology, TMJ and Orthodontics/Orthopaedics, Mr. Greenan has been a featured speaker at the American Academy of Implant Dentistry, the American Association of Orthodontists, American Equilibration Society, American Association for Functional Orthodontics, the American Academy of Head, Neck and Facial Pain Annual meetings and is a member of the American Academy of Oral and Maxillofacial Radiology, the International Association of Dentomaxillofacial Radiology, the International College of Cranio-Mandibular Orthopedics, the Academy of Osseointegration and the International Association for Orthodontics. Mr. Greenan presents highly acclaimed and dynamic programs on Dental Radiography.

Dr. Leo Malin graduated from Marquette University School of Dentistry in 1991. Early in his career he discovered that the implant techniques currently in use could not deliver a standard, predictable result. Therefore, with the help of other experts in the field of radiology and occlusion, Dr. Malin developed an implant technique which focuses on occlusion and cosmetics for implant placement and crown restoration. This technique has been so successful there are currently 4 patents pending!
In addition to practicing at the Sparta Dental Center Dr. Malin is also the Implant Director at the prestigious Las Vegas Institute of Advanced Dental Studies. He lectures throughout North America on Full Mouth Reconstruction and Advanced Dental Implant placement and technique. Dr. Malin has also established an implant clinic located in the same building as Sparta Dental lCenter.

Norman Thomas graduated as a Doctor of Dental Surgery with honors and the Dental Gold medal in 1957. He was then awarded a Nuffield Fellowship (Oxford) to continue medical studies gaining an honors degree in Anatomy, Physiology, and Biochemistry. Between 1962 and 1968 he continued his Doctor of Philosophy degree in Oral Medicine. He subsequently pursued residency and research programs at the Bristol Royal Infirmary, The Royal College of Surgeons of England, the Medical College of Virginia, USA, and the Faculty of Medicine and Oral Sciences at the University of Alberta where he is now Professor Emeritus.

From 1970 to 2002 Norman served on the Medical Research Council of Canada, and the Canadian Dental Association gaining a Certificate of Merit from the latter and several Fellowships in the medical sciences and dentistry. He is a Life Member of the Alberta Dental Association and continues in the specialties of Oral Pathology and Medicine. In 1988 Norman was appointed Professor Emeritus at the University of Alberta, Canada, from which year he has served as Chancellor of the International College of Head and Neck Orthopedics in which he has lectured in USA, Europe, Australia and Asia.

Dr. Brock Rondeau is a Diplomate of the International Board of Orthodontics, Diplomate American Board for Craniofacial Pain, Senior Certified Instructor for the International Association for Orthodontics and was awarded the IAO's highest honor - the Leon Pinker Award and Duane Stanford Award. He was the AAFO Clinician of the Year in 1993. He has published over 26 articles and numerous videos on orthodontics and is also a contributing editor for the Journal of Clinical Pediatric Dentistry and the Journal of General Orthodontics. In 2005, Dr. Rondeau received his Fellowship and Diplomate Status from the American Academy of Craniofacial Pain. Dr. Rondeau is one of North America's most sought after clinicians whose practice is limited to the treatment of patients with orthodontic, orthopedic, TMJ and snoring and sleep apnea problems for the past 28 years. His expertise in teaching, combined with his insatiable thirst for knowledge in the orthodontic arena has pushed Dr. Rondeau to the very top of the orthodontic/orthopedic lecture circuit. He is without a doubt perhaps the most prolific speaker on the topic of Functional Orthodontic treatment

Mr. Kevin L. Marler is an internationally known X-ray authority and holds Degrees and certificates from Baylor University, Utah Valley University, Georgia State University and Brigham Young University. Mr. Marler was a Radiology Technician and sales rep for Imaging Systems, Inc., in Peachtree City, Ga. Mr. Marler studied under Mr. Richard Greenan for 5 years at Imaging Systems, who is certified with the Academy for Advanced Radiographic Studies. Since 2007, Mr. Marler has owned and operated MobileCAT, LLC, a mobile Cone Beam CT scanning facility for Dental and Medical application. Mr. Marler has been a featured speaker at the American Association for Functional Orthodontics, the American Academy of Head, Neck and Facial Pain Annual meetings and is a member of the American Academy of Oral and Maxillofacial Radiology, the International Association of Dentomaxillofacial Radiology, the International College of Cranio-Mandibular Orthopedics, a regular featured speaker for Rondeau Orthodontic seminars, StraightWire Orthodontics and Las Vegas Institute for Advanced Dentistry.

SUMMARY

Thursday, September 13, 2012

The Sales Approach

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