Key Sales Skills
Steady eye contact, open body language, and genuine interest in what PPs share all build this skill
Establishing the Relationship
Five lenders flow down the funding waterfall, name them
Proceed, HFD, ClarityPay, Synchrony, Care Credit
In Identifying Needs, the PEC digs up these six things
Dental condition, health impacts, life impacts, ideal dental situation, future, and challenges
Setting patients up for what's coming next is the skill Zoey wants to sharpen
Framing
As a kid, this teammate dreamed of riding on the back of a garbage truck
Greg
Grab the wheel! This skill keeps the conversation on course
Controlling the Consultation
Like oil and water, these two funding options just don't mix
Care Credit & Synchrony
Class is in session! In Patient Education, PPs learn these six topics
implants, typical restoration paths, full fixed arch process, Day One Smile, CC Network Advantages, and Local Before & Afters
Show me the money! Dejuan wants to level up on this skill
Funding Conversation
With 20+ years in dentistry, this teammate has seen it all
Lisa
Open-ended, double-clicking, and content-less type questions are the PEC's go-to tools for clarifying in this skill
Empathetic Listening
Patients can fund their treatment plans for this length of time
6-144 months
When the PEC shares the pp story, discusses tx plan, frames dialogue, shares scan and tx step, and frames next steps this is called
Doctor Download DDL
"Why not today?" Christian wants to get better at talking with PPs about why they won't commit
Handling Objections
Want a TRX suspension workout? This teammate can show you the ropes (well, the straps)
Chelse
Lay out the next steps with confidence, then ask for the start
Closing
Three's a charm: these are the most common ways our patients pay
Cash on hand, outside sources of credit, HCF
Orienting the PP to the scan, inviting their support person, and framing the DDL all happen here
Scan, Invite Support Person & Video
Sydney is WORDY and pps can be too this sales skill she would like to improve
Controlling the Consultation
Before joining us, this teammate hit the ice in triple-A hockey
Anthony
When concerns come up, this skill answers with reasonable, actionable solutions we can provide
Problem-Solving/Resolving Objections
HSA, 403B, and SUPPORT PERSON can fall under this funding category
Cash on Hand
This step of the consultation sets the tone for the rest of the consultation
Welcome & Framing
FREE SPACE
FREE SPACE
This person performed in front of the Dallas Cowboys on more than one occasion
Kelly