james, Author at The McAnally Selling System

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So far james has created 3065 blog entries.

Team training for Dental Case Acceptance

james2024-06-21T23:01:27-04:00

Team training for Dental Case Acceptance We are pleased to announce the details of our upcoming live on-line course for dental case acceptance team training. It teaches a methodical, step by step, system for ethically selling fee-for-service and niche dental procedures. The course is grounded in the most current behavioral sciences of persuasion, decision making, and the human-nature aspects of making purchases. It's the ideal way to train your team in a proven sales system for dental case acceptance that is always there for updates and continued learning. Attend this series of live on-line meetings [...]

Team training for Dental Case Acceptancejames2024-06-21T23:01:27-04:00

Ethical Selling Dentistry Checklist Sales Training Goes Live

james2024-06-21T23:01:16-04:00

Ethical Selling Dentistry Checklist Sales Training Goes Live Version 4.0 of the world's #1 ethical check list sales training for niche and fee for service dental services is being significantly updated and taught live. Summary: The McAnally Selling System™ and proven "check-list" protocol for ethical selling will be taught via live webcast over 6 sessions with each session spaced approximately one month apart. "Homework" is assigned after each live session. Additional live Q&A sessions for reviewing course materials occur between the live webcasts. An OPTIONAL "face to face" meeting for final review as well as [...]

Ethical Selling Dentistry Checklist Sales Training Goes Livejames2024-06-21T23:01:16-04:00

Dental Practice Management and Your marketing budget—part 1

james2024-06-21T23:00:55-04:00

Dental Practice Management and Your marketing budget—part 1 In the dental practice management of marketing what should you be spending on your budget? You’ll hear the majority of “experts” state 2-4% and a smaller group proclaim 6-7% in writing and from the podium. Unfortunately, what was right 20+ years ago is 100% wrong today. Where did low figures like 2% even come from? Well, it evolved from when dentists were just starting to market before the proliferation of insurance discounting was an industry norm. It started getting reported back then and, well, it stuck as [...]

Dental Practice Management and Your marketing budget—part 1james2024-06-21T23:00:55-04:00

What ethical selling dentistry means financially to a practice

james2024-06-21T23:00:43-04:00

What ethical selling dentistry means financially to a practice Want to know what ethical selling dentistry means to your practice from a financial standpoint ? You can now join a live course that teaches a methodical, step by step, system for ethically selling fee for service and niche dental procedures that's grounded in the most current behavioral science related to persuasion, deciding, and human nature with buying. [If you are a current active member, no need to worry about any of the below.] You are already experiencing the vast improvement in case acceptance thanks to [...]

What ethical selling dentistry means financially to a practicejames2024-06-21T23:00:43-04:00

In Dentistry News-What’s important to know about John Kois

james2024-06-21T23:00:23-04:00

In Dentistry News-What's important to know about John Kois Periodically, I make recommendations related to a variety of courses and consultants in dentistry news. Some of these things are internal recommendations that give our member doctor’s marketplace advantages. Others, out of an everyday concern to elevate the entire profession. You’ll find Dr. John Kois’ presentations related to treatment planning and occlusion often mentioned in the latter. He teaches those two from a very unique perspective—essentially how they are the grand unifiers impacting every long term decision about teeth, bone, soft tissue, and materials and how [...]

In Dentistry News-What’s important to know about John Koisjames2024-06-21T23:00:23-04:00

Dental Practice Advice and the Truth about Dental Alphabet Soup

james2024-06-21T23:00:09-04:00

Dental Practice Advice and the Truth about Dental Alphabet Soup One of my favorite activities when the niche journals arrive (implants, cosmetics, sedation, etc.) is to thumb through the section showing colleagues that have recently been granted a fellowship or diplomate status based on completion of requirements related to the discipline and to share my dental practice advice with my program members. Having a few designations myself, I can personally appreciate the time, dedication, and effort that go into making those titles possible. I’m all for having extra letters after one's name since they can [...]

Dental Practice Advice and the Truth about Dental Alphabet Soupjames2024-06-21T23:00:09-04:00

Dental Ortho Marketing and How to be a category killer

james2024-06-21T22:59:47-04:00

Dental Ortho Marketing and How to be a category killer Let's talk about ortho and dental ortho marketing and how to make you start out from others in your particular niche. Category killers in dentistry are procedures or combinations of procedures that when marketed and packaged correctly eliminate most competitors and remove pricing constraints on a procedure that when performed generically is commoditized. Others doing similar (but poorly marketed, packaged, and sold) or more generic versions of these procedures always find themselves in brutal pricing wars, stuck in circumstances where fees are difficult to get, [...]

Dental Ortho Marketing and How to be a category killerjames2024-06-21T22:59:47-04:00

Take some dental practice advice-Bad Mood-Bad Dental Practice

james2024-06-21T22:59:35-04:00

Take some dental practice advice-Bad Mood-Bad Dental Practice It is obvious that bad moods are a bad thing, simple dental practice advice ! The problem with Bad Moods is that others around you can sense 'em. Whether it's simply behavioral cues or actual chemical processes being sensed it creates unrest and anxiety in others. Pretty much the last thing you want in your patients and team members who are helping your patients. Do specific procedures, insurances, patients, or staff put you in a bad mood? If the answer is "yes," then you are in trouble [...]

Take some dental practice advice-Bad Mood-Bad Dental Practicejames2024-06-21T22:59:35-04:00

Independent Dentists worry-Are there too many dentists?

james2024-06-21T22:59:24-04:00

Independent Dentists worry-Are there too many dentists? Independent dentists often ask at professional meetings "why are there too many" dentists? While the economy is in a very unfair state, Dentistry remains a great profession ESPECIALLY for those working to accumulate advantages in their local area. This entire topic of how to create advantages that allow any dentists to win out over market unfairness is the subject matter of my latest book available at Amazon. Here are some signs of the times: *Dental school enrollment is UP. Dentists’ kids and those in dentists’ circles of influence [...]

Independent Dentists worry-Are there too many dentists?james2024-06-21T22:59:24-04:00

Independent Dentists and Competition -why it’s a good thing to strive for Un-equality

james2024-06-21T22:59:04-04:00

Independent Dentists and Competition -why it's a good thing to strive for Un-equality Independent dentists as business owner's why is it important to understand and care (very much) about the concept of becoming “un-equal’ in your market against the competition ? Because ultimately, how ‘un-equal’ you are in the eyes of the prospective and existing patient ties directly to your ability to stay independent from the tentacles of insurance discounting and to command full fees for whatever service you enjoy the most. Dentists who are the most equal in the eyes of the public have [...]

Independent Dentists and Competition -why it’s a good thing to strive for Un-equalityjames2024-06-21T22:59:04-04:00

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