Lesson #6: CORE Lesson #6 – Technical Training

About This Lesson

Instructions coming soon..

Action Items

  1. Make sure your technical training meshes with your philosophy.
  2. Create a technical training schedule and stick with it.
  3. Be ruthless with the practicality of your training. If you can’t use it, don’t take it!


Full Video Transcript / MP3

Expand View

Hey, what's up everybody? This is Dr. Steven Schluentz and I want to welcome you to the last core video on the dental sales success cycle, module number 10, all about refining and refocusing. We're going to talk about something that dentists usually want to talk about at the very beginning of the program, so that is technical training, tenet number six of refining and refocusing.

I know it when Dennis asked me what, "What technical training you doing? How are you doing it?" All of this stuff, very important. It's one of the last things I think should be emphasized. And Dennis said, "Get out. You need it." True, you need it, but you also need to need it in the context of the system that you already have in place. Your technical training is only as good as the system you have to support it. Too many dentists I've seen have amazing technical skills with no system to deliver it. And so, their case acceptance is way below where it could be. This now is actually talking about how do you supplement? You have this practice that has these 10 core modules, these 10 core tenets behind which you can operate from. You have the roadmap to success. Now you can take the technical training and put it back into your practice, then plug it into the system you already have.

So, technical training is literally, to me, one of the last steps to success. I'm not saying you don't need it. You absolutely do. You can't do DSS, you can't do dental sales secrets successfully without technical training. You can't put this process in place if on the back end, all you're doing is delivering fluoride and sealants and composites. you literally can't do that. You'll never be successful enough. You'll never gain enough profit to grow enough to be able to serve more patients. So, you absolutely need technical skills.

But, too many people emphasize the technical training on the front end. They don't put the systems in place. And so, in my opinion, it's actually one of the last steps that you need to implement. I was doing business training and technical training at the same time and that's actually ... if you have the bandwidth and the capacity to do it, that's the ideal way to do it. You know, L.D. Pankey once said, somebody asked him, "What's the most important thing you have? The business training or the technical training or what's the one skill that the dentist needs to develop?" And he said, "It's a skill you don't have." That's totally true. If you want to be able to develop them all at the same time, that's, that's pivotal as well, but most dentists don't have the bandwidth to do that. They have families, they have to train, they have to travel. We know now though, for example, Dental Sales Secrets was created. So you never have to go travel. You can still get feedback, you can still get learning. You're still in a community that's going to help and grow and develop you without the necessary travel to get that accomplished. Right? So technical training is vital, but there's other elements in place. You'll never be able to fully utilize the training, as I said.

You will need to make sure your further technical training is in alignment with your ideal patient and your ideal offering. It's one of the number one mistakes I see. Dentists will go do technical training for something that they probably will never even put into practice because it's not in alignment, so you need to make sure that the technical training you're doing is in alignment with what you want to be doing. I see too many doctors take courses that are completely at odds with their core philosophy, right? This is the point with refining and refocusing. If you've seen these videos, you know there's a very common characteristic. One is creating plans, and plans, and plans. One year, three year, five year plans. A 12 month team development plan, right? This is also in addition, create a technical training study plan and sticking with it. Right?

In my opinion, just like we were talking about with your team meetings, 80% of the time should be focused on creating the ideal practice and 20% reacting to the patients that you don't want. The same thing can happen with technical training. You should be spending 80% of your time developing your team, your process, your system of delivery, and only 20% on technical, but most dentists have that equation completely reversed. They spend 80% of their time on technical training, 20% on team business development, and that leads to an imbalanced practice. Okay?

The key with technical training is, in my opinion, you need to be able to implement it at some level almost immediately. If you can't do this, the training will most likely be wasted. That's why to me, it's always important when you're doing technical training that you can learn as you go and you get some success with it. If it's so heavily philosophical and you can't immediately put it into your practice, that training will slowly fade over time.

So, the action steps is make sure your technical training meshes with your philosophy. Create a technical training schedule and stick with it. Again, this is going to be like a 12 month plan. Okay? Month one, this is the CE course I'm going to. Month two, this is a CE course I'm going to. Maybe it's a whole curriculum or a core philosophy that you're going to courses every three to six months, right? Be ruthless with the practicality of your training. If you can't use it, don't take it. Okay? I'm serious about this. A lot of doctors waste their time taking courses they can't put in their practice. Why would you do that? It serves no purpose. Okay?

So, this was a very short, concise video about technical training. This is not what Dental Sales Secrets is created, is to teach you technical dentistry. It was teaching you how to put the systems in place to support your technical dentistry. Listen, I have had an absolute blast recording these core videos. I hope they supplemented the material that was already in DSS. Thank you so much for tuning in. Thank you so much for taking the time to watch these videos, and hope you've been able to share them with your team. Put some practical steps in place. Share with me your wins as you go through this program and your process. What have you seen? What have you been able to implement? What have you been successful with? I love hearing and listening to my students talk about what's working, what's not working, what do they need help with? Thank you, thank you, thank you, and hopefully got value out of this video and all the videos in this course series, and I'll see you wherever I see you. Thank you so much.