Dental Practice: The 7 Deadly Sins


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How to recognise the key obstacles in dental practice success through 7 strategies that increase the sales and profits of the business through people-focused leadership development.

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Dental Practice: The 7 Deadly Sins

  1. 1. dental practice....thesevendeadlysins BDS Hons, ACMC, CSP Intentional Leadership in Dental Practice 01 August 2012
  2. 2. “Go to the people. Live with them. Learn from them. Love them.Start with what they know. Build with what they have.But with the best leaders, when the work is done, the task accomplished, the peoplewill say "We have done this ourselves".” Lao Tzu, Chinese Taoist Philosopher, 600 BC-531 BC
  3. 3. the greatest challenges ... in dental practice
  4. 4. the greatest challenges The A-B-C of DentistryArtistry Business Communications
  5. 5. recognisingthesevendeadlysins
  6. 6. 1DO GOOD DENTISTRY .... everything else follows
  7. 7. 1KNOW YOUR FIGURES .... measure everything
  8. 8. 2 I AM THE BOSS ... it’s my way or the highway!
  9. 9. 2GET THE BEST TEAM .... keep the best team
  10. 10. 3I AM THE DENTIST ....the business should run itself
  11. 11. 3TWEAK YOUR SYSTEMS .... keep on improving
  12. 12. 4WORK HARD FOR $$$ .... work’s not meant to be fun
  13. 13. 4DO WHAT YOU LOVE .... focus on your X-factor
  14. 14. X-factor... your point of difference
  15. 15. X-factor... your point of difference
  16. 16. 5DENTISTS DON’T SELL .... we tell what needs doing
  17. 17. 5CREATE MORE VALUE .... selling is not a dirty word
  18. 18. Simon Sinek YouTubestaRt with WHY?
  19. 19. 6I AM THE LEADER ....I must know all the answers
  20. 20. 6“The psychology of the leader is the chokehold of any business.” - Anthony Robbins BE YOUR SELF -MORE ....with skill
  21. 21. Assets Vulnerabilities Strengths Allowable weaknessesLife & business experiences Perceived obstacles or history Values Limiting beliefs your balance sheet
  22. 22. 7PURPOSE IS PROFIT .... find meaning elsewhere
  23. 23. 7BE ON PURPOSE .... we can have money with meaning
  24. 24. GO FOR THE SWEET STUFF “Faith is passionate intuition.” William Wordsworth, English romantic poet
  25. 25. staRt with youR self
  26. 26. Authenticity Being pResent Common senseESSENCE of Leadership
  27. 27. Authenticity nspiring Being pResent Common senseESSENCE of Leadership
  28. 28. nspiRing Authenticity Leadership ESSENCECommon sense Being pResent
  29. 29. Start Continue StopPERSONAL LEARNING JOURNAL .... key insights
  30. 30. the greatest challenges The A-B-C of DentistryArtistry Business Communications
  31. 31. 1. Do good dentistr y 2. I am the boss 3. I am the dentistrecognisingthe 4. Work hard for $$$sevendeadly 5. Dentists don’t sellsins 6. I am the leader 7. Purpose is profit
  32. 32. 1. Know your figures 2. Get the best team 3. Tweak your systemsovercomingthe 4. Do what you lovesevendeadly 5. Create more valuesins 6. Be your self - more 7. Be on purpose
  33. 33. http://www.busydentalbiz.comE:
  34. 34. If you sell for a living, you Here’s what’s inside: 1 1 manage a sales team, or are Paul Sparks. The evolution of professional selling: E understanding the past to inform our future sales responsible for the growth of EMERGING TRENDS IN PROFESSIONAL SELLING performance. your business and you want EMERGING Michael Schiffner. Building high performance sales EMERGING TRENDS IN PROFESSIONAL SELLING the best outcomes for your teams: going beyond a training mindset to achieve sales efforts – this book is for sustained sales success. you. Julia Palmer. Strategic networks: the key to sustainable sales success. T Some of the world’s leading Mo Fox. See before you sell: how changing your sales trainers, consultants and perception is the key to better sales results. Michael Foulds. The sale is the negotiation: TRENDS IN coaches bring you detailed ideas reframing the sales process for better sales and on how you can improve your stronger customer relationships. personal performance, and the Malcolm Dawes. Sales leadership or sales performance of your sales team. management? It does make a difference for high PROFE performing sales teams. Inside this volume you’ll find Suzanne Mercier. Are your sales people sales 12 chapters to ensure you are imposters? How to overcome fear to create great informed about the latest trends, sales results. PROFESSIONAL research and best practice in John Barraclough & Warwick Burgess. Gaining the last yard in sales: the value of persuasive professional selling and sales communication. management. Mark Purbrick. Simply the best: how to attract, select and retain high performing salespeople. Each chapter is a book in Jason White & Giles Rhodes. Rewarding the sales itself – with more up-to-date force: a taxonomy of sales roles to inform reward information on personal selling SELLING and incentive programs. and sales management than any Sally-Anne Cotton. The alchemy of 21st century single book published in the last selling: transmuting balance, alignment and intent into golden sales results. decade. Dr Yvonne Sum. Tribal insights for sales leaders: the power of learning partnerships. “The best book on modern selling and sales management I’ve seen in years with a great range of VOLUME 1 the 6 DVD companion set which contains over 12 hours of presentations, relevant content. I can’t wait for Volume 2.” – Bob Bentley, 25 year sales veteran, ICT industry. PAUL SPARKS COMPILED AND EDITED BY See inside for details on discussions and interviews featuring the authors as they take a deeper and wider look at the The la chapter topics. This professionally produced DVD set is an invaluable tool for sales training and development and is also great for using in sales meetings to begin research discussion on critical topics in professional selling. in selling anPAUL SPARKS COMPILED AND EDITED BY The latest innovation, Com research and best practice Pa Australia $66.00 RRP Inc GST in selling and sales management 14217 EM_Trends Cvr 21mm.indd 1 Compiled and edited by Paul Sparks