Is sales really a "dirty word"? Not for Cathy Hazen, and this episode will show you why embracing the power of "no" is key to getting more "yeses." Dr. Len Tau sits down with Cathy, a seasoned expert with over 30 years of sales and management experience, to explore the secrets to boosting case acceptance and empowering your dental team. From managing orthodontic practices to creating virtual office manager services, Cathy’s passion for team development and patient-centered sales strategies shines.

In this episode, Cathy and Len discuss:

• Why every member of your dental team is a salesperson (even if they don’t realize it).

• Strategies to create a successful sales department within your practice.

• The importance of consistent processes for presenting treatment plans.

• How to overcome the fear of hearing "no" and why it leads to more "yeses."

• Tactics to follow up effectively with patients who don’t commit immediately.

Key Takeaways:

How Cathy Hazen Helps Practices Thrive (02:08)

Changing the Stigma Around Sales in Dentistry (05:57)

Should Dentists Take on the Sales Role? (12:09)

The Importance of a Dedicated Sales Department (14:06)

Who on Your Team Needs Sales Training? (16:57)

Getting Your Team on the Same Sales Page (17:08)

Mastering the Close: From Finances to Commitment (20:26)

Follow-Up Strategies to Close the Deal (24:37)

How Often Should You Follow Up? (27:50)

Lightning Round Q&A with Cathy Hazen (29:23)

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Connect with Cathy:

Website

Special Offer for Listeners:

• Complimentary 1-hour consultation to discuss opportunities for improving your practice’s sales process.

• Reduced consulting fee of $850/month for the first quarter.

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Learn proven dental marketing strategies and online reputation management techniques at DrLenTau.com.

This podcast is sponsored by Dental Intelligence. Learn more here.

This podcast is sponsored by The Doc Sites, the leading provider of websites and online marketing for dentists. Find out more here.

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