• Ethical selling dentistry

Ethical Selling Dentistry-Professionals don’t take orders

2019-10-23T15:06:52-04:00

Ethical Selling Dentistry-Professionals don't take orders In my ethical selling dentistry system we do not take orders........we take the lead gently and lead our patients to realize what it is they actually need to help them to better dental health by using my proven sales system. McAnally Selling Rule #13 –Professionals don’t need or have to take orders. Frequently from the podium, you’ll hear some management “guru” telling dental teams that they need to "take the order" as if they were working at some fast food joint. I have nothing against fast food in fact [...]

Ethical Selling Dentistry-Professionals don’t take orders2019-10-23T15:06:52-04:00
  • dental practice marketing

In dental practice marketing a great presentation is key….

2019-10-23T15:11:16-04:00

In dental practice marketing a great presentation is key.... In dental practice marketing my McAnally Selling Rule #10 is: Give a great presentation before you give a presentation.  As part of any check-list system for selling in dental practice marketing, it’s up to you or a well-trained team member to guide the patient through leadership based discussions about what you are seeing in their situation as compared to others in similar situations.  “When I see patients like you…….” Feel like you (or your front desk, office manager, hygienist, assistant, treatment planner, financial coordinator, etc.) don’t [...]

In dental practice marketing a great presentation is key….2019-10-23T15:11:16-04:00
  • Dental case acceptance

Silence is deadly in dental case acceptance. How to deal with it in patient interactions.

2019-10-23T15:22:57-04:00

Silence is deadly in dental case acceptance. How to deal with it in patient interactions. In dental case acceptance silence can be deadly when dealing with case presentation. To the untrained silence results in discomfort.  It is human nature to fill uncomfortable pauses and silences in conversation with something else.  Usually that something else is to simply “talk AT” people instead of initiating some form of meaningful interchange. It is important not to race to fill the void and alienate the patient. Anyone wanting proof needs to simply monitor practice phones where untrained staff are [...]

Silence is deadly in dental case acceptance. How to deal with it in patient interactions.2019-10-23T15:22:57-04:00
  • Ethically Selling Dentistry

Ethical Selling Dentistry-correctly presenting a case

2019-10-23T15:36:37-04:00

Ethical Selling Dentistry-correctly presenting a case In ethical selling dentistry, even though you might be the most advanced skilled clinician, if you don't know how to present and listen to the patient, you most likely will blow up the acceptance of the case. If you’re a clinician with advanced niche skills, the clinical questions you ask yourself that lead to an appropriate sequence of diagnostic steps and then a treatment plan are likely documented and followed as a consequence of your education.  You’re trained to do this and you follow a clinical system.  Those clinical [...]

Ethical Selling Dentistry-correctly presenting a case2019-10-23T15:36:37-04:00
  • Ethical selling and N0

In ethical selling dentistry no is just as important as yes..

2019-10-23T15:39:04-04:00

In ethical selling dentistry no is just as important as yes.. In ethical selling dentistry and dentistry sales the word no is just as important as yes ! If the patient is saying no after you have gone through your proven sales system and check- list then that patient has shown that he is not the right fit for you. You can read more about my ideas in my #1 best selling book on Amazon. Overcoming objections" is something that gets thrown out as an important part of "sales" to the profession. Want in on [...]

In ethical selling dentistry no is just as important as yes..2019-10-23T15:39:04-04:00
  • Ethical selling

Ethical Selling Dentistry-What holidays can teach every dentist about selling

2019-10-23T15:40:34-04:00

Ethical Selling Dentistry-What holidays can teach every dentist about selling The holiday season always highlights how the ethical selling process works. This time of year there's a lot to learn from all the holiday activity going on around one's practice. Tons of science at work creating demand and buying.  Is it ethical selling ?? Deadlines, discounts, exclusivity, limited availability, real and perceived scarcity, and list goes on and one.  Two items in particular related to price increases and discounts impact every case month in and month out.  The others ALL belong in any systematic approach [...]

Ethical Selling Dentistry-What holidays can teach every dentist about selling2019-10-23T15:40:34-04:00
  • ethical selling dentistry

In Ethical Selling Dentistry-Are you getting your patient’s story ?

2019-10-23T15:41:44-04:00

In Ethical Selling Dentistry-Are you getting your patient's story ? One of the bare basic foundational “secrets” to ethical selling dentistry is listening and getting your patient’s story BEFORE you give an answer.  Existing patients, new patients, and consults are all ready to tell their stories that help you to help them but if you do not have a method or system in place to guide the patients with the correct questions to ask then you are not helping them as much as you can or should. Are you asking the right questions to get [...]

In Ethical Selling Dentistry-Are you getting your patient’s story ?2019-10-23T15:41:44-04:00
  • ethical selling dentistry

Ethical Selling Dentistry-Sales Training for Dentists

2019-10-23T15:51:44-04:00

Ethical Selling Dentistry-Sales Training for Dentists For many doctors their advanced clinical skills are never fully utilized because they lack ethical selling dentistry sales training! They report not getting the fees they deserve for their cases OR are stuck at a " case ceiling" limit above which their better and best treatment plans are not accepted as often as they would like. These common advanced clinician complaints are typically due to the absence of two key things- #1-no formal ethical selling dentistry sales training for team or doctor and #2-no step by step repeatable process [...]

Ethical Selling Dentistry-Sales Training for Dentists2019-10-23T15:51:44-04:00
  • ethical selling dentistry

Ethical Selling Dentistry and what dental insurance companies don’t want you to know

2019-10-23T15:56:32-04:00

Ethical Selling Dentistry and what dental insurance companies don't want you to know When discussing ethical selling dentistry what's the #1 complaint among dentists who are "trapped" in dental insurance? It's getting a full fee appropriate to their care skill and judgment.  Most dentists fully entrenched in the insurance model are getting hammered on their fees and have psychologically waived the white flag on fees forever.  They get whatever the insurance company will give them and they are demoralized.  Those with more skills, capable of doing advanced procedures, are often the most demoralized. That is [...]

Ethical Selling Dentistry and what dental insurance companies don’t want you to know2019-10-23T15:56:32-04:00
  • dental consulting

Dental Consulting-My Story. A $6M Story. Your Story Is????

2019-10-23T15:58:11-04:00

Dental Consulting-My Story. A $6M Story. Your Story Is???? I just returned from a private client meet up for whom I offer dental consulting.  It's a long term implant/premium denture/LANAP practice.  2 doctors, 2 locations.  I have been dental consulting them for 5 years.  5 years ago it was one doc, doing 1 million in one practice and 1.3 in practice two.  Today it's 2 million in #1, 2.5 million in #2, and it's reasonable that they'll approach a combined $6M in the next 12-18 based on the discussion and plan we just reviewed.  Yes, [...]

Dental Consulting-My Story. A $6M Story. Your Story Is????2019-10-23T15:58:11-04:00
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