8 Steps to Inspire Your Team to Sell More Dentistry

8 Steps to Inspire Your Team to Sell More Dentistry

What you will learn

This 4 part video series is designed to help you build your office team into a group of sellers of your services.

Meeting Goals/Objectives

Video 1 (24 min.)

• Determining how to bring value to your patients
• How to drive effective communication…by listening to your patients
• Teaching your team to become patient advocates
• Developing the new patient process

Video 2 (31 min.)

• Determining a hierarchy of patient appointments & how to ‘grade’ patients
• How to manage patient expectations
• Developing a good nurturing team atmosphere
• Tips for creating effective weekly team huddles
• Procedures for hiring the ideal team members

Video 3 (32 min.)

• How to effectively answer the phone and talk to patients
• Picking the right staff member for the right job
• How to create a collaborative team framework for scheduling and collections
• Review skills for effective communication within the team
• Discover why the equation E-R=C ( Expectations – Reality = Conflict) is critical to practice success

Video 4 (23 min.)

• Outline a procedure for follow up calls and appointments
• How to promote your practice
• Tips on how to listen to patients & use ‘work’ friendly dialogue
• Apply questions to ask new patients
• Generate a system for collecting/scheduling appointments

Video 1

Video 2

Video 3

Video 4

Discussion Points/Questions

1. Discuss what value you bring to your patients
2. Does your practice currently allow new patients to control 80% of the conversation? If not, how can you change that?
3. What are some ways you can teach your team to become patient advocates?
4. Map out your new patient process and compare it to the ideal way as discussed. Where can it be improved? Where is it lacking?
5. Draw up an itinerary for a team huddle based on Kirk’s suggestions.
6. Discuss the PIT STOP approach (procedure, investment, timetable) as it can be utilized in your practice
7. Create a list of roles for team members and manage their expectations (E-R=C)

CE Codes Breakdown

• CE Credits Awarded: 2
• COURSE SUBJECT CODES & HOURS: #550 (1L, 1P)
  (L) Lecture
  (P) Participation/Discussion/Hands-On

The Dawson Academy is an ADA CERP Recognized Provider. ADA CERP is a service of the American Dental Association to assist dental professionals in identifying quality providers of continuing dental education. ADA CERP does not approve or endorse individual courses or instructors, nor does it imply acceptance of credit hours by boards of dentistry. The Dawson Academy designates this activity for 2 continuing education credits. 

Course creation date: 26March2016
Expiration date: 26March2019

Instructor:

Kirk Behrendt
Founder & CEO
ACTdental