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The entire first day of VIP 3-Day Dental MBA, you will learn what it takes to be in the top 1% of your field and it all starts with learning how to do a thorough comprehensive examination, diagnosis as well as mastering the communication skills so you can convey to patients your recommended treatment plan. This training is unlike any other trainings that you may have attended as it will give you all of the necessary communication skills that you need to build trust with your patients. You will learn how not to sell dentistry but help your patients decide on the dentistry they want through highly skilled levels of questioning during the clinical assessment phase.

 

This is what you will learn  during Day 1:

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Understanding the Patient's Buying Journey & the Master Sales Communication Cycle

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• Learning the Importance of both Physical and Non-Physical Contact

• The differences between traditional treatment plans taught in dental schools and the want based treatment planning.

• Identifying Emotional Turnoffs

• Building your Elevator Pitch Vocabulary for consistent communication including sample scripts

• Learn the difference between features and benefits and how to use keywords that describes benefits when speaking to patients and also marketing campaigns

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Clinical Assessment and Discovery

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• Learning Handoffs and how to use them to promote patient safety, build trust and market services to patients

• Learning about open and closed questions 

• Building scripted questions for every clinical situation. A sample script will be provided for every popular procedure

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Treatment Plan Presentation : Where, When, How?

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• Learning when to present complex cases in relationship to the initial diagnosis

• Understand why presenting in certain time of the day is not very suitable

• Learn where to present and how the room where you present can affect your case acceptance

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Handling Objections​

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• Identify the most common objections in dentistry

• Learn how to differentiate between complaints and objections

• Learn the key points in handling each objection

• Learn how to handle each objection with sample scripts

• Find out the biggest objection that dentists face when presenting treatments

• Learn how to resolve each objection and get the patients to move ahead with treatment

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Closing ( Getting an Agreement with a Patient to Schedule Treatment Plan )

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• Understand why patients expect us to ask for a closing question

• Learn different closing techniques and which one should NEVER be used in dentistry

• Learn how to get a patient committed to the treatment plan

• Learn how to discourage No Shows, Cancellations

• Learn how to collect up to 100% of the treatment fee in advance

Increasing Transaction Value of Each Patient

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• Learn how to calculate the transaction value of each patient

• Learn how to calculate the Lifetime Value of each patient

• Learn the difference between Upselling, Cross-Selling, Bundling, Cross-Referral and Cross-Promotion

• Learn scenarios that each option can be used in a dental office to increase sales volume

 

 

 

 

 

 

 

 

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Leading a Dental Practice

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• Learn why leadership is important in building a successful dental team

• Learn how to assess your own leadership skills

• Find out how you must develop your own leadership skills in order to attract and retain the best talent

• Learn why you cannot delegate the hiring of an employee unless the person who is in charge is a highly developed leader

• Learn how to bring a culture of accountability to your practice

• Find out what makes followers fall in love with you and how you must set examples

• Learn how to sell your idea and vision to your team

• Learn why some leaders are more influential than others and how to influence others in your practice to carry out your vision

• Find out why leadership is a process and not a destination

• Learn the 5 levels of leadership that you can have with each individual employee and why you can quickly go back to the first level if not careful

• Learn the difference between delegation and empowerment

• Learn why people buy into you first as a leader before they buy into your vision

• Learn why momentum is the key to make you look good as a leader and how to create those momentums in your practice

• Learn how to grow your practice without your direct involvement

• Learn how to build a team that you never HAVE TO go to the office without losing production.

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