It’s Getting Harder

July 12, 2017
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It’s Getting Harder
Have you found it harder and harder getting people to say YES to your best care?

As dentistry is becoming commodified, thought of as just another Groupon offer, life for those of us in the practice trenches, doing excellent, comprehensive dentistry has gotten harder. We’re under siege.

We’re more skilled than ever, able to deliver better care today than we were when we graduated, yet the business and sales involved is becoming more difficult.

Our ability to get patients in the door and accept the best possible care is being taxed as never before. Competition and internet-related marketing make the business dizzying.

And, it’s getting harder and harder every day.

At Practice Perfect Systems, we get it. Because we’re faced with the same things you are every day.


Call it “ethical persuasion”, call it “influence” even call it “patient education”, it all comes down to selling.  And, we believe that it’s best done face to face and followed up in numerous ways.

Sales is a process. Try to close too soon and you’ll fail. Yet, that’s what happens in most practices. Often on the first visit.

How’s that working?

We believe that it’s a skill you can learn.  Like everything else, you need a great teacher and you need to practice. I still do and I’ve been doing it over 40 years.

We’ve studied the masters of sales, people like Dan Kennedy, Jim Rohn, Zig Ziglar, Brian Tracy and so many others.  

Please take note, not a single dentist is in that list.  Dentists, for the most part, are sales-averse.  Just the mention of the word makes them quake in their boots.  To them, SELL is not just a 4-letter word, it is the anti-Christ incarnate!  It’s the Devil’s work.

Get over it.  If you or someone on your team can’t sell you might as well close up shop.  You’re cooked, fried, caput.

As Me. Wonderful from the Shark Tank would say; “You’re dead to me.”;

Most people go into healthcare specifically to avoid sales. 

Health, you would think, is something everyone wants!  

Whom do you have on your team that can persuade, educate and build relationships? These are the qualities you’ll need to succeed.

How do you find people like this?

Give us a call so we can help guide you.
Michael, Larie and Eaton

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Dr. Michael Goldberg is one of the leading educators on dental practice management in the United States.

Michael ran and sold a prestigious group practice in Manhattan and has been on Faculty at Columbia University and New York-Presbyterian Medical Center for 30 years including Director of the GPR program and Director of the course on Practice Management.

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