Advanced Case Presentation

Advanced Case Presentation utilizing Truth-Based Selling^SM

Communication in a comprehensive care practice is essential. Communication in case presentation is an important way to attract new dental patients and accounts for 60-70% of the growth of the practice. By working directly with Dr. Michael Schuster, this two day event instructs how to:

• Dramatically increase patient acceptance (by 50%)
• Move from reacting to disease to creating health
• Organize and present dentistry in a stress-free environment
• Effectively and easily increase your revenue base

The Schuster approach in case presentation teaches you how to understand the real needs, wants and desires of your patients. It takes into consideration the principles of Structural Dynamics in helping patients create the results or outcomes they want.

Learn the actual negotiation process of helping a client make a good decision…one based on the values, needs and wants of each individual. You and your patients will never be in doubt again as to what is the right decision. No exceptions.

Advanced Case Presentation with Truth-Based Selling^SM is a total approach based on complete honesty and truth. There is no manipulation, no game playing. It is simply working with the truth to help the patient make good decisions.

You will leave with the following selling tactics:

• A predictable strategy to help patients make good choices
• A structure to introduce patients to your practice
• An understanding of how to identify buying motivations
• Your own custom story and a patient presentation that represents you, your values and goals for each patient
• Benchmark your sales process for continuing case acceptance

The result is that you and your patient will feel far more safe and comfortable. There is a lot of stress for dentists who feel that they have a difficult, hard-sell case to present to a client. The Schuster approach in case presentation is not based on personality or a lot of talking. Rather, it is a simple and honest approach that helps patients make the right decision for themselves. They feel good, you feel good. This is the basis for present business and future referrals.

Overview

The objective of this intense two-day program on case presentation is to help dentists gain control of the forces that hold them back from higher levels of enjoyment and fulfillment in dentistry. Control of time, money and organization in a practice are powerful keys allowing the dentist to move to a higher level of care. You will leave this experience more prepared to excel than ever before. You will be excited and motivated because you will have gained the knowledge and skills to succeed in case presentation.

A message from Dr. Schuster about case presentation --

"As dentists, we face many challenges every day we practice. Staff challenges, time challenges, money challenges. But nothing is quite like the challenge we face when we meet a new patient…and when we present dentistry.

It is a challenge because people are complex. They have unexpressed needs and desires. In many instances, they don't tell us what we need to know in order to help them.

Some things sell themselves. But dentistry, unless it is related to pain, puss or bleeding, takes a certain process. The curse of the modern culture is having too much information and not enough wisdom. If you want to take your practice to the next level, it will be your communication and sales process that does it. All the technical knowledge in the world will not get you or your patients where you need to go unless you can get what you know how to deliver off the shelf.

There is no one who has trained and coached more dentists in case presentation. For over 32 years, I have trained and coached thousands of dentists on how to improve their personal effectiveness in sales.

Advanced Case Presentation utilizing Truth-Based Selling^SM is the most important sales program ever produced for dentistry."

If any of this sounds like it would be helpful to you, give us a call toll free 1-800-288-9393. We would be happy to share our schedule and any other pertinent information on this course.