Sta rdh clinical training brief 2011 erc

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Sta rdh clinical training brief 2011 erc

  1. 1. The Wand-STA CLINICAL & SALES TRAINING COURSE <ul><li>October 22, 2010 </li></ul><ul><li>Holiday Inn Select Memphis, TN </li></ul><ul><li>Eugene R. Casagrande, DDS </li></ul><ul><li>Director of International & Professional Relations, </li></ul><ul><li> Milestone Scientific, Inc. </li></ul>
  2. 2. Welcome
  3. 3. STA Clinical & Sales Course <ul><li>Introductions, Overview of Course </li></ul><ul><li>Who Am I? </li></ul><ul><li>Who Are You? </li></ul><ul><li>What Are We Doing Here? </li></ul>
  4. 4. Who Am I?
  5. 5. Practice
  6. 6. Tucson, AZ
  7. 7. STA Clinical & Sales Course What do I do?
  8. 8. STA Clinical & Sales Course <ul><li>Who Are You? </li></ul><ul><li>RDH Introductions </li></ul>
  9. 9. STA Clinical & Sales Course Why Are We Here? <ul><li>Course Objectives </li></ul><ul><ul><ul><li>At the completion of this Sales Training Course, each participant Will : </li></ul></ul></ul><ul><ul><ul><ul><li>Have comprehensive knowledge and expertise of the technology, operation, features and benefits of the STA </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Be able to demonstrate and supervise STA administered injections </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Be competent in STA sales techniques </li></ul></ul></ul></ul>
  10. 10. STA Clinical & Sales Course What Are We Going To Do Here? <ul><li>Agenda </li></ul><ul><ul><ul><li>Overview of STA - Presentation </li></ul></ul></ul><ul><ul><ul><li>Review of STA Set up, Operation, Features, Maintenance </li></ul></ul></ul><ul><ul><ul><li>STA Power Point Presentation </li></ul></ul></ul><ul><ul><ul><ul><li>Technologies </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Injections </li></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>Traditional Injections (Infiltrations, Mandibular Blocks) </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>New, State-of-the-Art Injections (AMSA, P-ASA, STA-Intraligamentary) </li></ul></ul></ul></ul></ul><ul><ul><ul><li>Typodont </li></ul></ul></ul><ul><ul><ul><ul><li>Injection Techniques </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Class Demonstrations </li></ul></ul></ul></ul><ul><ul><ul><li>Roll-Playing - Presentations </li></ul></ul></ul><ul><ul><ul><ul><li>Exhibition - Sales </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Demonstration </li></ul></ul></ul></ul><ul><ul><ul><ul><li>In-Office Training </li></ul></ul></ul></ul><ul><ul><ul><li>Roll- Playing - Sales Techniques </li></ul></ul></ul><ul><ul><ul><ul><li>Overcoming Objections </li></ul></ul></ul></ul>
  11. 11. STA- Win, Win, Win <ul><li>WIN for the Dentist </li></ul><ul><li>Injections are easier and less stressful to administer </li></ul><ul><li>More successful </li></ul><ul><li>Latest technology and injection techniques </li></ul><ul><li>WIN for the Patient </li></ul><ul><li>Injections are more comfortable and less stressful </li></ul><ul><li>No collateral numbness </li></ul><ul><li>WIN for the Practice </li></ul><ul><li>Increased efficiency and productivity </li></ul><ul><li>Fewer cancellations </li></ul><ul><li>Increased patient referrals </li></ul>
  12. 12. STA Clinical & Sales Course <ul><li>STA PRESENTATIONS </li></ul><ul><ul><ul><ul><ul><li>Brief Explanation </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>Office Demonstration </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>In-Office Training </li></ul></ul></ul></ul></ul>
  13. 13. STA Clinical & Sales Course <ul><li>Brief Explanation (2 Minutes) </li></ul><ul><ul><li>What Is It? </li></ul></ul><ul><ul><ul><li>A Computer-Controlled Local Anesthetic Delivery System </li></ul></ul></ul><ul><ul><li>What Does It Do? </li></ul></ul><ul><ul><ul><li>Flow Rate Below Patient’s Pain Threshold </li></ul></ul></ul><ul><ul><ul><li>Ability to control the Needle </li></ul></ul></ul><ul><ul><ul><li>Dynamic Pressure Sensing </li></ul></ul></ul><ul><ul><li>What Are The Benefits? </li></ul></ul><ul><ul><ul><li>Replaces the Traditional 160 - year old Syringe </li></ul></ul></ul><ul><ul><ul><li>STA-II replaces the Mandibular Block </li></ul></ul></ul><ul><ul><ul><li>AMSA, P-ASA anesthetize multiple teeth and related tissue without collateral anesthesia to Face, Lips, or Tongue </li></ul></ul></ul>
  14. 14. STA Clinical & Sales Course <ul><li>Office Demonstration (15-20 Minutes) </li></ul><ul><ul><li>Brief Description of Set up, Operation, Features of STA </li></ul></ul><ul><ul><ul><li>Flow Rates </li></ul></ul></ul><ul><ul><ul><li>Wand Handpiece </li></ul></ul></ul><ul><ul><ul><li>Dynamic Pressure Sensing </li></ul></ul></ul><ul><ul><li>Typdodont Demonstrations </li></ul></ul><ul><ul><ul><li>STA-Intraligamentary, AMSA, P-ASA </li></ul></ul></ul>
  15. 15. STA Clinical & Sales Course <ul><li>In-Office Training </li></ul><ul><ul><li>Description of Set up, Operation, Features of STA to Dr. and Staff </li></ul></ul><ul><ul><ul><li>Flow Rates </li></ul></ul></ul><ul><ul><ul><li>Wand Handpiece </li></ul></ul></ul><ul><ul><ul><li>Dynamic Pressure Sensing </li></ul></ul></ul><ul><ul><li>Typdodont Demonstrations </li></ul></ul><ul><ul><ul><li>STA-Intraligamentary, AMSA, P-ASA </li></ul></ul></ul><ul><ul><li>Supervision of Injections </li></ul></ul><ul><ul><ul><li>STA-Intraliagmentary, AMSA </li></ul></ul></ul>
  16. 16. Sales Skills, Techniques <ul><li>Overcoming Objections </li></ul><ul><ul><li>“ I already give a comfortable injection” </li></ul></ul><ul><ul><li>“ It’s too slow” </li></ul></ul><ul><ul><li>“ It costs too much” </li></ul></ul><ul><ul><li>“ My patients don’t complain about my injections” </li></ul></ul><ul><ul><li>“ I can give the same injections with my syringe” </li></ul></ul>
  17. 17. ??????????? <ul><li>Thank </li></ul><ul><li>You </li></ul>

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