Flying Lessons and Dentistry-Dental Practice Advice<\/h1><\/h1><\/div><\/div><\/div><\/div>![\"Dental](\"data:image\/svg+xml,%3Csvg%20xmlns%3D%27http%3A%2F%2Fwww.w3.org%2F2000%2Fsvg%27%20width%3D%27350%27%20height%3D%27234%27%20viewBox%3D%270%200%20350%20234%27%3E%3Crect%20width%3D%27350%27%20height%3D%27234%27%20fill-opacity%3D%220%22%2F%3E%3C%2Fsvg%3E\" "\\"article-2681903-1F6C283D00000578-413_634x423\\"")
<\/span><\/div><\/div><\/div><\/div><\/div><\/div>In this dental practice advice series lets talk about how critical it is to review how you go about how you present your cases with a check-list and how you have an advantage over other dentists who have not learned how to use them.<\/p>\n
Would you personally try to fly a plane (or land it!) without flight lessons?<\/p>\n
What about a multi-engine plane with your entire family on board? What about a Gulfstream jet?<\/p>\n
Here’s another one…..Would you go flying as a passenger with someone in any of the above planes if they never had a single lesson?<\/p>\n
Most of you will say “NO!!”\u00a0 That’s crazy. Yet, you probably do the equivalent of this on a daily basis when it comes to in-person (face to face) sales process with your patients and your staff is probably doing it right now in the front every time the phone rings with a potential new patient call.\u00a0 This is the equivalent of believing that you can be very successful at a very complex process with zero training.\u00a0 Is it any surprise that most dentists and their teams crash and burn when the case sizes goes above a certain amount?\u00a0 Why? Well…..because they all skipped the lessons<\/a>!!\u00a0 Now…back to our flying analogy.<\/p>\nOne of the biggest reasons we have a super-safe aviation industry in North America is not only lessons (pilots train in simulators again and again) but also because our ground crews, mechanics, and flight crews use CHECK LISTS.<\/p>\n
How important is those check-lists? Well, if you are a commercial pilot, you LOSE YOUR JOB if you don’t use them! Check-lists also matter a lot in dental practices.\u00a0 Most use them for procedures, a lot use them for administrative systems BUT few use them for dealing with sales process.<\/p>\n
So, few use them for sales but how important are they really for that?<\/p>\n
Well, sales process check lists are only important if you want your phone staff to have the ability to reach through the phone and pull someone into a consult slot (or to get a credit card over the phone for a diagnostic visit).\u00a0 They are also only important if you want to hear a lot more yes than no with your “big” treatment plans once you are face to face with patients in the consult room.\u00a0 If you ever want to predictably do a lot of full arch care at full fee,\u00a0 they are important beyond belief.<\/p>\n
Yet, even with all of those details being evident, 95% of the profession doesn’t have them nor do they go out and obtain a check-list for either sales process.<\/p>\n
Those who get these kinds of check-lists have a decided ADVANTAGE over everyone around them.<\/p>\n
So, what’s up with you?\u00a0 Are you going to continue to “fly” with zero lessons and continue to “crash” more often than necessary by ignoring the need for check-lists for your phone sales and in-person sales process? Or will you get an easily obtainable advantage?<\/p>\n
If something has finally clicked here, let’s talk about 3 different options that make sense for your specific practice that address both “flying” issues.\u00a0\u00a0 You can get a time here. <\/a><\/p>\n
![\"Dental](\"https:\/\/themcanallysellingsystem.com\/wp-content\/uploads\/2016\/02\/article-2681903-1F6C283D00000578-413_634x423.jpg\" "\\"article-2681903-1F6C283D00000578-413_634x423\\"")
<\/span><\/div>In this dental practice advice series lets talk about how critical it is to review how you go about how you present your cases with a check-list and how you have an advantage over other dentists who have not learned how to use them.<\/p>\n
Would you personally try to fly a plane (or land it!) without flight lessons?<\/p>\n
What about a multi-engine plane with your entire family on board? What about a Gulfstream jet?<\/p>\n
Here’s another one…..Would you go flying as a passenger with someone in any of the above planes if they never had a single lesson?<\/p>\n
Most of you will say “NO!!”\u00a0 That’s crazy. Yet, you probably do the equivalent of this on a daily basis when it comes to in-person (face to face) sales process with your patients and your staff is probably doing it right now in the front every time the phone rings with a potential new patient call.\u00a0 This is the equivalent of believing that you can be very successful at a very complex process with zero training.\u00a0 Is it any surprise that most dentists and their teams crash and burn when the case sizes goes above a certain amount?\u00a0 Why? Well…..because they all skipped the lessons<\/a>!!\u00a0 Now…back to our flying analogy.<\/p>\n One of the biggest reasons we have a super-safe aviation industry in North America is not only lessons (pilots train in simulators again and again) but also because our ground crews, mechanics, and flight crews use CHECK LISTS.<\/p>\n How important is those check-lists? Well, if you are a commercial pilot, you LOSE YOUR JOB if you don’t use them! Check-lists also matter a lot in dental practices.\u00a0 Most use them for procedures, a lot use them for administrative systems BUT few use them for dealing with sales process.<\/p>\n So, few use them for sales but how important are they really for that?<\/p>\n Well, sales process check lists are only important if you want your phone staff to have the ability to reach through the phone and pull someone into a consult slot (or to get a credit card over the phone for a diagnostic visit).\u00a0 They are also only important if you want to hear a lot more yes than no with your “big” treatment plans once you are face to face with patients in the consult room.\u00a0 If you ever want to predictably do a lot of full arch care at full fee,\u00a0 they are important beyond belief.<\/p>\n Yet, even with all of those details being evident, 95% of the profession doesn’t have them nor do they go out and obtain a check-list for either sales process.<\/p>\n Those who get these kinds of check-lists have a decided ADVANTAGE over everyone around them.<\/p>\n So, what’s up with you?\u00a0 Are you going to continue to “fly” with zero lessons and continue to “crash” more often than necessary by ignoring the need for check-lists for your phone sales and in-person sales process? Or will you get an easily obtainable advantage?<\/p>\n If something has finally clicked here, let’s talk about 3 different options that make sense for your specific practice that address both “flying” issues.\u00a0\u00a0 You can get a time here. <\/a><\/p>\n