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

E: support@dryvonnesum.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

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Some of the world’s leading sales trainers, consultants and

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management.

Each chapter is a book in itself – with more up-to-date

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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.

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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

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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