Teach your entire team how to help you skyrocket case acceptance and collections!

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The Sales Line starts when a patient calls your office. It includes every step from the first phone call, up through the patient closing for and scheduling their treatment. In other words, your receptionist, hygienists, assistants, scheduler,  financial staff and associates! All of these staff are a part of your Sales Team.

How can you have a high spirited Sales Team managing an effective Sales Line that gets a volume of patients  scheduled, arrived, sold, and into treatment?

Thursday — June 9, 2022

Morning:

• What is the Sales Line and why is it so important?
  
• Live demonstration of the Sales Line and how it flows.
• Basic communication tools every staff member should use to interact well with staff and patients and keep a positive atmosphere in the office.

Afternoon:

• How to identify and handle different personality types.
• Putting focus in the right place; including the overall goal of the practice, and how accomplishing each step of the Sales Line ultimately helps your patients achieve better health.
• The keys to staying motivated and energizing the team day in and day out.
• Starting the Sales Line: How to get new patients into the practice quickly.
• Phone Skills: How to handle different types of phone calls and questions to get the right result: a new patient in the chair — includes lots of role playing drills to perfect these skills.

Friday — June 10, 2022

Morning:

• From Exam to Consultation: Seven steps to apply during your new patient examination that can contribute to increased treatment acceptance.
• The Consultation Process: Defining the process itself, along with Ten Steps that a) Ensure patients to show up for the consultation, b) Remove many of the usual objections and c) Dramatically increase your case acceptance (and collections)!
• Making financial arrangements easy, so the Financial or Treatment Coordinator doesn't get stuck on money-related barriers.
• How to apply the Sales Line beyond new patients — i.e. recall and emergency patients.

Afternoon:

• Key statistics and numbers related to the Sales Line that must be tracked so as to predict (and fix) "down" days, weeks or months and keep office productivity maximized.
• Troubleshooting the Sales Line how to fix things when they break down!
• Quality Control: How to address cases that don't "close."

Saturday — June 11, 2022

Morning:

• You be the Patient! We'll show you how to handle various objections and close cases in a live demo. Includes a variety of scenarios and difficult cases. We'll also demo how to smoothly "handoff" from the doctor to the Treatment Coordinator.
• The Hygiene Formula! If you're not adding a day of hygiene a week every year... something is wrong! We'll show you how to calculate how big your hygiene department should be RIGHT NOW. And what to do about subpar performance!

MGE Management Experts Inc. is designated as an Approved PACE Program Provider by the Academy of General Dentistry. The formal continuing education programs of this program provider are accepted by AGD Fellowship, Mastership and membership maintenance credit. Approval does not imply acceptance by a state of provincial board of dentistry or AGD endorsement. The current term of approval extends from 4/1/2018 to 3/31/2021. Provider ID# 305927. SUBJECT CODE 550. METHOD “L”

The Graduate Sales Team Seminar is all about the Sales Line and how to organize it to exponentially increase the potential production and income of your practice.

Every single team member in your office has a role to play. They need to understand the Sales Line and exactly how they can contribute to case acceptance and overall practice production.

If your Sales Line isn't organized properly and your staff don't understand their role in it, then your potential income will be limited — no matter how good of a communicator or salesperson you are.

800 • 640 • 1140

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