Should I show my big-case sales training to my front desk and key staff?
Yes, if you run a transparent practice. There is nothing wrong with sitting your key staff down and walking them through the same thinking you went through as the owner. The people answering your phone and greeting patients are the ones executing most of this, so hiding the strategy from them makes no sense. When they understand why the process exists, not just that you told them to do it, they buy in differently. They stop treating the phone script as busywork and start seeing how their first thirty seconds with a caller affects whether someone gets treated at all. I gear the owner conversation to owners because some of it is about money and management. But the operational heart of it belongs in front of the team. Share the why. People execute what they understand and resist what they were handed without explanation.
If the answers you are finding here resonate with you, my team and I work with a small group of clients each year. The next step is a complimentary Discovery Consultation and Practice Review with Dr. McAnally.