Which dental practices benefit most from formal selling-system training? The top 20 percent by clinical skill. Most general dentists working in routine HMO, PPO, or fee-for-service practices can absorb selling concepts from books and self-study and apply enough to move the needle. The dentists with the most advanced clinical capabilities, the ones aiming at the largest cases and the most niche procedures, benefit most from formal training. Their case sizes are larger. Their selling cycle is longer. Their margin on getting it right is higher. The investment in formal training pays back in single multi-unit cases. For the top 20 percent, [...]

Which dental practices benefit most from formal selling-system training? The top 20 percent by clinical skill. Most general dentists working in routine HMO, PPO, or fee-for-service practices can absorb selling concepts from books and self-study and apply enough to move the needle. The dentists with the most advanced clinical capabilities, the ones aiming at the largest cases and the most niche procedures, benefit most from formal training. Their case sizes are larger. Their selling cycle is longer. Their margin on getting it right is higher. The investment in formal training pays back in single multi-unit cases. For the top 20 percent, [...]

Which dental practices benefit most from formal selling-system training? The top 20 percent by clinical skill. Most general dentists working in routine HMO, PPO, or fee-for-service practices can absorb selling concepts from books and self-study and apply enough to move the needle. The dentists with the most advanced clinical capabilities, the ones aiming at the largest cases and the most niche procedures, benefit most from formal training. Their case sizes are larger. Their selling cycle is longer. Their margin on getting it right is higher. The investment in formal training pays back in single multi-unit cases. For the top 20 percent, [...]