The wavelength of the Epic X and H
What is - 940nm and 980nm
Why is that Important to know?
The Alligator Brain
What is - the part of the brain that deals with Fear and Anger.
Why is this important? Sales of disruptive tech are emotional. Get passionate about what we are doing and engage that side of the brain. But close all loose ends.
YSGG
What is - Yttrium Scandium Gallium Garnet
Why is that important? Bonus - What wavelength is it in NM?
2x2x2
What is - Calling on Specialists. Endo Perio and Pediatric
The Fractional Handpiece can be used by any Dentist?
What is - TRUE
Why is that important? They interpret their own state guidelines not us.
Let's Discuss the Value Propositions!
What is the depth of penetration into Endo Dentin Tubules that our laser disinfects in Microns?
What is - 1,100+ Microns laterally.
Why is that important?
How else can you get lateral penetration depth in the apical third?
Bonus - what study references this?
The most comfortable pulse on the Epic X
What is - CPO Comfort pulse Zero
Why is that important?
TOS
What is - The Total Office Solution
Why is this important? Involving everyone in the office when selling.
What are the 3 approaches to Laser Endo with Waterlase?
What is Apical Third, Mid Root and Chamber
Why is that important? NO ONE ELSE CAN DO THAT!
BONUS - What is the Chamber step called?
CC....
Use this when Submitting a Trial order
What is - Docusign
Why is that important? Bonus - it is a legal transaction that protects the company vs paper. Bonus - Who purchased something recently and financed? Did you sign elctronically?
What customers do we have that don't own Waterlase?
What is -Epic / Diode customers.
Why is that important? Because in a recent survey, 76% of you said you use the Epic to get in the Door to discuss Waterlase. 80%+ of the sales force has sold a Waterlase to an Epic owner.
Wax on Wax off - Water on Water off. Which ATL wavelength needs a lot of water to cool the tissue? Think hottest cutting...
What is the - 9300nm
Bonus - what are the brand names?
the Solea and the
Bonus - what are the ST only C02's? 10600nm Light Scalpel, Dekka, GPT
What states can a Dental Assistant NOT use an Epic in?
If a DA can use a curing light they can use our laser.
Bonus - What procedures would a DA do?
Why is that important?
Blue Football
What is - selling based on determining the NEEDS of your customer first before presenting.
Why is this important?
Laser brand with the Highest Affinity for Water
What is - The Fotona
Why is that Important? 300% higher absorption means lack of penetration depth. How do they overcome it? Turn the water down, then what happens?
Someone Show me the science supporting this.
Name an example of a tool used for ROI?
What is - Cassis one Pager, Ruehle case study, RDH Protocol sheet, TOS Flyer, Anything that shows ROI
Why is that important? Because whoever got that wrong pays for dinner!
Show the group one example.
Dave West fished with this famous country Singer when he was 12 years old.
Who is - Tim McGraw
Why is that important? We are in Nashville
What Wavelength of laser is the ATL Fotona?
What is - 2940nm
Bonus - What is ours?
The only FDA cleared laser for Hygiene
What is - Epic H
Why is that important?
What are Perio Swim Lanes?
What is - Hygiene, Dentist and Periodontist. Swim Lanes 1 2 and 3. AKA Early Moderate Severe
Why is that important?
ATL Laser with the Best Balance of Absorption
What is - The Waterlase / YSGG
Why is that important? Bonus - A neutral country is famous for this knife.
What is the #1 reason someone says, "I can't afford this right now"...
What is - An Excuse. I am broke. I need to kick my cat first. They don't have a tangible grasp on costs vs ROI.
Why is that important? think focus... what is a one liner (Alligator Brain) response you should say right away?
Bonus - What tools do we have you can use to overcome this objection? Show me.
What is Nashville famous for?
What is - our presence? Country Music and second best Live Music City...
Speaking of Water and Lasers, what dental wavelengths have the LEAST absorption into water?
What is - Diode and ND Yag
What diode competitor cannot go Continuous Wave mode?
Who is - The Gemini Laser by Ultradent.
Why is that important?
Bonus - What do we know about the EVO?
ABC
What is - Always Be Closing
Why is that important?
Who has the lowest heat delivery amongst ATL's with Water on?
What is - The Waterlase
Why is that important?
Bonus - Who has the lowest heat delivery with Water off?
Show me the Tool / Flyer you can use here.
I need to Buy a different piece of Technology first because it gives me the best ROI.
What is - Bullshit. What tool do we have that we can show them a path on what Tech to buy first and why?
Why is this important? Show me the piece! Hint Dr Golan Technology Article...
TOC stands for...
What is - Total Office Call
Why is that important?
Since you LOVE laser physics but chose this category on the subject - What has more pigment? Diseased soft tissue or Healthy soft tissue?
What is - Diseased soft tissue is more pigmented?
Why is that important when choosing a laser in Hygiene?
Bonus - What tissue type has more water?