Give Them What They Needo Eliminate doubtful words

Maybe, I think, etco Establish Confidenceo Make Clean and Truthful Recommendations

Tell the truth, people will see through bullshit If its borderline, tell them the worst one NEVER sell something that somebody doesn’t need Some times its better to let someone walk away and think

about it. You don’t have to jam it down there throats and doomsday scenario it.

o When the patients say yes. Leave the room immediately! “Okay lets do it”

o Do you know what your teammates are telling patients? You just treatment planned at 7k treatment and just handed it

to somebody who makes $10 an hour Know your team members strengths and weaknesses

Teach your team members in front of patient, the patient thinks your smart, you pass the time, and the team member gets to teach patients later by repeating what you are saying

o Are you adding value to the practice? Every two years I try to add a major service (my notes: the

Willie Nelson/ Madonna effect)o New practice

If you go into a new practice, then you have to adjust to the culture. If the previous doctor is passive, then you might have to be passive. You can do things like use intraoral camera and be like “look this is why we need to get it fixed”

o Build Long-term relationships with patientso Be involved in the communityo What if you don’t see a filling that someone needs?

You can take a picture of it and go over it in the treatment plan Or you can give it to them as a gift

o Continuing Education Invest in yourself

o Referrals If someone raves about what you just did…”OMG I didn’t feel a

thing”…that’s the PERFECT time to ask for a referralo Tough cases

If you know its going to be rough, then just tell them. “Hey this might be a little tough, but we are going to do the best we can do make this comfortable for you.”

YES! Getting your patients to accept treatmento You have to address patients chief complaint]o Don’t be assumptive

Don’t try to find a reason why a patient cannot do somethingo Present to Kolbeo Assumptive close

also known as the presumptive close: in which the salesperson intentionally assumes that the prospect has already agreed to buy, and wraps up the sale

o Use the incremental close “If you were going to take this one, what color would you want,

red, blue, or black? Do you want this delivered or will you pick it up?  How soon do you need it? Cash, check, or charge?” Asking about these features puts their focus on what they want and not on “yes or no”. Plus, when you ask these questions on the small details they add up in the prospects mind. The cumulative effect is that buying becomes cemented in their mind.

o This guy’s a jerk so I stopped listening. Learning and Perfecting the Plan

o When someone is going to buy a house, they can tell you within the first 15 seconds whether or not they are going to buy the house

Think of the dental office as the same thing Everyone in your office is being judged by the patient

o The science of why people buy Evidence+reasoning=conclusion Facts+emotion=decision 85% of people buy on emotion 15% of people buy on facts or justify the purchase

men and women are the same People will only remember 6% of what you say People will remember 100% of how they felt

Hiearchy of good emotions (and their opposties):o Love (fear)o Joy (loneliness)o Peace (anxiety)o Patience (uncertainty)o Kindness (lack of respect)o Goodness (envy)o Gentlteness (lost)o Slef control (hopelessness)

The Perfect Plan Elite 1% Equation (These people close 95%) 3 promises gratification

o He says he sees it in the elite doctors First thing he says they say “hey thank

you for coming in today, and choosing us to take care of you . by you coming in today I cant express my gratitude enough”

An IMMENSE and SINCERE appreciation Attitude of gratitude

o Education This is telling them what you want them

to do LIMIT it to three things You lose 25% of people if you add a

fourth thing You lose 50% of people if you add a fifth

thing for them to doo ease of business

they want you to make their life easier People are in three states

Leaving a crisis In a crisis Or about to enter a crisis

The three promises have to go in order Three Beliefs

Create not competeo You want to always be creative. You want to be

creating. You want to be creating things that are GOOD.

Exceed expectationso When someone asks “Who are you?” you want

the patient to be like “OMG I just got this buzz from her, she cared so much, yada yada”

Give forwardo Dentistry of the heart o Free dentistry day

These don’t have to be in order Three questions

Is the right for me personally Is the right for me professionally Is the right for me consciously

What’s missing The top 1% view themselves and as SERVANTS

The elite americans rate themselves low CONCLUSION: SERVE PEOPLE!!!

The Art of the Closeo Ben Gay says that he has been all over the world teaching people to

sell like doctors do: they have the authority, the white coat, the support stay saying how great they are,

o You are giving them a smile, you can save lives, you can change lives, you are doing GODS WORK…that’s what makes you successful

o Ben Gay doesn’t sell snow to an eskmo, because he doesn’t sell something that he doesn’t firmly believe in

o 3 Secrets of Solving 85% of the Problem Sells Sell a quality product or service at a competive price (not

cheapest) The other 15% is you

Sells are won or lost in the first 15 seconds A patient looks at you and scans you like a computer

and compares you to every experience they’ve hado You need to get your presentation perfect

o The Art of the Takeover When you cant explain something adequately so you have

somebody else takeover and explain it The doctor should be “T”ed up by the time you get there