C.O.R.E.

The C.O.R.E. – A System for Increasing Dental Case Acceptance

CORE-MotionIn order to maintain the current patient base and to grow the business, every dental practice needs to focus on increasing dental case acceptance. But it is a very difficult task. We know from experience that the dental team hates the word “Sales”. They want to think of themselves as professionals and not as pushy sales people.

The C.O.R.E. utilizes an innovative process that allows your employees to “Spark Change” in the organization. This process enables your team to interact with your patients in a much more successful manner, and to think of themselves as patient advocates presenting valuable advice, and not as sales people making a pitch. They feel better, the patient feels better and your practice does better.

What Can I Expect from C.O.R.E. Training?

The C.O.R. E. – A Guide to Case Acceptance will improve the staff’s ability to “read people,” and understand how they need to interact with specific patients to “click with them.” 

The training will improve your staff’s ability to collaborate their efforts in presenting treatment plans and increasing their case acceptance ratio.

Our training has proven to increase and maintain case acceptance of 25% to 35%

How Does the Training Work?

This program will utilize a variety of methods including, lecture, role playing, simulated exercises and coaching to train and educate dental clinical staff and office staff on the key factors needed to increase dental sales. The training process covers key topics including:

  • Obtaining a Positive Perspective of Our Role in Regards to Dental Sales
  • Dental Sales is really the Art of Persuasion…Right?
  • Review of How to Become More Efficient in Mirroring Our Patients to Build Rapport
  • The Sales Process

Our Unique Insight

The C.O.R E. Dental Sales Training we provide is unique in how we deliver the course content. The training content is layered which means we teach a set of skills over a multi-week process. We have found this allows the team to process and practice what was taught before learning the next skill.

We know how sensitive this topic is with dental teams. Our instructors and coaches are experts in presenting these powerful sales tools and changing the team’s attitude to one of patient advocate instead of sales hustler.

 

Our Unique Method of Training and Changing Attitudes

From our experience, we have developed a unique and successful method of structuring and delivering the C.O.R.E. training program.

The content is layered in which a set of skills are taught over a 3 week process, one set each week. We have found this allows the team to process and practice what was taught before learning the next skill.

This method has proven to be most successful and yields the highest results when compared to the traditional Boot Camp training approach.  It allows the brain the opportunity to absorb the information provided and time for the dental professional to incorporate the skills into their everyday routine.

Just as important as delivering the skills content is changing the team’s attitude from one of dreaded sales pusher, to one of valued and trusted patient advocate. They feel much better presenting a treatment plan
when they focus on the real benefits to the patient,
and not just going through the motions of a sales pitch.

C.O.R.E. – A Guide to Case Acceptance Objectives

Our course covers:

  • Obtaining a Positive Perspective of Our Role in Regards to Dental Sales
  • Dental Sales is really the Art of Persuasion…Right?
  • Review of How to Become More Efficient in Mirroring Our Patients to Build Rapport:
    • Understanding Communication Styles
    • Evaluating Our Strengths and Challenges
    • Recognizing and Navigating Different Buying Styles
  • The Sales Process:
    • Building and Maintaining Rapport with Our Patients
    • Asking Great Questions… Not Just Good Ones
    • Identifying the Patient’s “True” Needs
    • Discover How Each Department is Interdependent upon Each Other to “Close the Deal”
  • Merging Selling and Relationship Building Skills:
  • Overcoming Patient’s Stalls and Objections
  • How to Address Patient’s Budget
  • “Closing the Deal”

Our Added Value and Results

We offer onsite coaching and phone support during and after training, role playing within the program, and self-discovery in order to yield and sustain a 25% to 35% increase in production post training.

DrKaitlinMonashDr. Katlyn Monash, DDS & Associates

My office completed the DiSC and Core training through Strategic Practice Solutions within the last year. The course was very interesting, as it teaches you about your personality, and how to interact with others and improve communication with other personality styles. I noticed that other members of my team have many breakthroughs through out the training and “ah hah” moments as they were learning.

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