Spring 2013 Course Catalog - Tufts University School of Dental ...

“When Can We Start”
The Magic of Case Acceptance
STAN MICHALSKI III, D.D.S.; Dr. Michalski has practiced
dentistry in Charlotte for more than 20 years. In
that time he has developed a unique approach to
“selling” dentistry. The approach is not one derived
from a Psychology class or an MBA lecture, it was
nurtured through 20 years of banging up against
the exact same obstacles you see and hear in your
practice every day. Dr. Michalski truly understands
the hurdles in front of the dentist/owner because he
IS a dentist/owner.
We all know patients deserve to have better oral
health. So why are there millions of dollars of
unscheduled treatment in most dentists’ charts
and none on the books One reason: Selling teeth
can be difficult! Many dentists are terrified to sell
their patients the treatment they need, and more
importantly, deserve. They will take great pains to
diagnose diseases and then talk in circles trying to
explain the treatment….and hope that the patient
schedules sooner rather than later.
In this course, Dr. Michalski teaches his common
sense, easy to implement team approach to case
acceptance that he has utilized successfully in his
own practice for over 20 years. This method is more
art than science, more feel than formula. It’s about
the energy, the relationship, the diagnosis and
co-diagnosis (with camera or mirror), asking questions
and closing the sales. Join Dr. Michalski for a
presentation that has the power to transform your
practice.
Full Day Format:
• Morning Session: Didactic
• Afternoon Session: Interactive, hands-on (utilizing
role play, i.e., students as problem patients; possibly
videotaping attendees practicing and replay as
a teaching tool)
Learning objectives:
• A communications methodology that engages the
patient, helping them understand what they need
and why they want it
• How to find solid footing and be in control of the
conversation
• The power of questioning and listening and how to
be more effective with both
• The “right” questions to ask and which ones to
avoid
• Using audience interaction exercises, attendees
will practice new communication skills, increasing
retention of the material so they can put it to use on
Monday morning
Course Number: E800005
Dates: Saturday, June 8, 2013
Time:
9:00 a.m.–4:00 p.m.
Tuition:
$195 Doctor; $99 Auxiliary/
Hygienist/Staff
Credit:
6 Hours—Lecture
AGD Code: 557
Please visit our website for a complete list of
sponsors and exhibitors.
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