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The Sales Line: Mastering the Case Presentation Process
The Sales Line
How to Organize Your Practice to Maximize Case Acceptance & Revenue (12:58)
Organizational Basics and Theory (7:24)
Reception & Scheduler Part 1: Handling Incoming Calls (6:27)
Reception & Scheduler Part 2: New Patient Calls (6:38)
Reception & Scheduler Part 3: Mystery Calls & Organization Points (9:10)
Reception & Scheduler Part 4: Organizational Points (4:54)
The Hygienist (5:14)
The Exam Process Part 1: Codifying the Exam (9:28)
The Exam Process Part 2: Determining Patient Interest (9:38)
The Exam Process Part 3: Introducing the Treatment Plan (6:17)
What is a Consultation (Consult) (6:38)
When to Present Treatment vs Book a Consult (4:59)
Scheduling the Consultation Part 1: The Four Basic Factors (3:35)
Scheduling The Consultation Part 2: One Hour vs 90-Minute Initial Appointment (5:29)
Getting the Patient to Come Back for the Consultation (7:07)
Handling Consult Resistance & Scheduling Logistics (7:50)
Patient Objections (5:56)
The Consultation: When to Schedule Consults (7:47)
Limited Oral Exam vs Full New Patient Initial Exam & the Financial Work Up (4:55)
The Consultation Part 1 (8:58)
The Consultation Part 2: Presenting Full Treatment Plans (6:22)
Treatment Coordinator: The Close (5:12)
Treatment Coordinator: The Financial Discussion (5:11)
Financial Discussion: Having the Patient Participate (5:40)
Financial Discussion: Having a Plan B in Place (6:04)
Financial Discussion: Peculiarities & Common Questions (7:10)
Treatment Coordinator: Patient Changing the Treatment Plan (8:20)
Sales Line Recap & Common Questions (5:15)
Other Types of Patient Encounters (6:37)
Troubleshooting the Sales Line (4:48)
The Implementation Checklist
The Implementation Checklist Introduction (1:34)
The Implementation Checklist: Immediate Steps (4:53)
The Implementation Checklist: Basic Actions (8:57)
The Implementation Checklist: Intermediate Actions (6:50)
The Implementation Checklist: Advanced Actions (3:53)
The Sales Line Conclusion (0:58)
Scheduling the Consultation Part 1: The Four Basic Factors
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