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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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Intentional Leadership in Dental Practice
01 August 2012
BDS Hons, ACMC, CSP
dental practice....the seven deadly sins
“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 people will say "We have done this ourselves".”
Lao Tzu, Chinese Taoist Philosopher, 600 BC-531 BC
the greatest challenges ... in dental practice
the greatest challenges
Artistry Business Communications
The A-B-C of Dentistry
recognising
the seven deadly sins
DO GOOD DENTISTRY .... everything else follows
1
KNOW YOUR FIGURES .... measure everything
1
I AM THE BOSS ... it’s my way or the highway!
2
GET THE BEST TEAM .... keep the best team
2
I AM THE DENTIST ....the business should run itself
3
TWEAK YOUR SYSTEMS .... keep on improving
3
WORK HARD FOR $$$ .... work’s not meant to be fun
4
DO WHAT YOU LOVE .... focus on your X-factor
4
X-factor... your point of difference
X-factor... your point of difference
www.youtube.com/watch?v=gZ3wxgog4nc
DENTISTS DON’T SELL .... we tell what needs doing
5
CREATE MORE VALUE .... selling is not a dirty word
5
staRt with WHY?
Simon Sinek YouTube
I AM THE LEADER ....I must know all the answers
6
BE YOUR SELF -MORE ....with skill
6
“The psychology of the leader is the chokehold of any business.” - Anthony Robbins
Assets Vulnerabilities
Strengths Allowable weaknesses
Life & business experiences Perceived obstacles or history
Values Limiting beliefs
your balance sheet
PURPOSE IS PROFIT .... find meaning elsewhere
7
BE ON PURPOSE .... we can have money with meaning
7
“Faith is passionate intuition.” William Wordsworth, English romantic poetGO FOR THE SWEET STUFF
staRt with youR self
Authenticity
Being pResent
Common sense
ESSENCE of Leadership
Authenticity
Being pResent
Common sense
nspiring
ESSENCE of Leadership
Authenticity
Being pResentCommon sense
nspiRing
LeadershipESSENCE
Start Continue Stop
PERSONAL LEARNING JOURNAL .... key insights
the greatest challenges
Artistry Business Communications
The A-B-C of Dentistry
recognising
the seven deadly sins
1. Do good dentistry
2. I am the boss3. I am the dentist
4. Work hard for $$$
5. Dentists don’t sell
6. I am the leader
7. Purpose is profit
the seven deadly sins
overcoming
1. Know your figures
2. Get the best team3. Tweak your systems
4. Do what you love
5. Create more value
6. Be your self - more
7. Be on purpose
http://www.busydentalbiz.com
EMERGING TRENDS IN
PROFESSIONAL SELLING
The latest innovation, research and best practice
in selling and sales management
Compiled and edited by
Paul Sparks
VOLUME 1
If you sell for a living, you manage a sales team, or are responsible for the growth of your business and you want the best outcomes for your
sales efforts – this book is for you.
Some of the world’s leading sales trainers, consultants and
coaches bring you detailed ideas on how you can improve your personal performance, and the
performance of your sales team. Inside this volume you’ll find
12 chapters to ensure you are informed about the latest trends,
research and best practice in professional selling and sales
management.
Each chapter is a book in itself – with more up-to-date
information on personal selling and sales management than any single book published in the last
decade.
EMERGING TRENDS IN PROFESSIONAL SELLING
Here’s what’s inside: Paul Sparks. The evolution of professional selling: understanding the past to inform our future sales performance.Michael Schiffner. Building high performance sales teams: going beyond a training mindset to achieve sustained sales success.Julia Palmer. Strategic networks: the key to sustainable sales success.Mo Fox. See before you sell: how changing your perception is the key to better sales results.Michael Foulds. The sale is the negotiation: reframing the sales process for better sales and stronger customer relationships.Malcolm Dawes. Sales leadership or sales management? It does make a difference for high performing sales teams.Suzanne Mercier. Are your sales people sales imposters? How to overcome fear to create great sales results.John Barraclough & Warwick Burgess. Gaining the last yard in sales: the value of persuasive communication.Mark Purbrick. Simply the best: how to attract, select and retain high performing salespeople.Jason White & Giles Rhodes. Rewarding the sales force: a taxonomy of sales roles to inform reward and incentive programs.Sally-Anne Cotton. The alchemy of 21st century selling: transmuting balance, alignment and intent into golden sales results.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 relevant content. I can’t wait for Volume 2.” – Bob Bentley, 25 year sales veteran, ICT industry.
See inside for details on the 6 DVD companion set which contains over 12 hours of presentations, discussions and interviews featuring the authors as they take a deeper and wider look at the 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 discussion on critical topics in professional selling.
Australia $66.00 RRP Inc GST
COM
PILED AN
D ED
ITED BY
PAU
L SPAR
KS
1
14217 EM_Trends Cvr 21mm.indd 1 9/5/11 12:51:43 PM
EMERGING TRENDS IN
PROFESSIONAL SELLING
The latest innovation, research and best practice
in selling and sales management
Compiled and edited by
Paul Sparks
VOLUME 1
EMERGING TRENDS IN PROFESSIONAL SELLING
COM
PILED AN
D ED
ITED BY
PAU
L SPAR
KS
1
http://www.dryvonnesum.com/Product/EMERGING-TRENDS-IN-PROFESSIONAL-SELLING.html