Jeff Gelona, CIC

Jeff Gelona is consistently recognized as one of the top sales coaches in the nation. Why is that important to you as a dental practice? To help you:
(1) better understand the wants and needs of your patients and what motivates them to say "yes" to your treatment plans;
(2) recognize and be prepared to deal effectively with objections; and
(3) have a team that builds instant rapport with your patients.

These are only some of the areas covered in Gelona's course. With over 25 years of "on the street" experience, working with some of the largest corporations in the country, Gelona brings a fresh and energetic approach to dentists and their teams. This unique and powerful presentation is designed to educate and coach each team member toward creating an outstanding patient experience with increased case acceptance. Most importantly, you and your entire team will be excited and motivated to sell the clinical dentistry you have worked so diligently to present.

As Dr. John H. Jameson and Jeff Gelona discussed in their January 2005 Dental Economics Jameson File feature, the leading dental practices throughout the world are starting to embrace the concept of dental sales instead of balk at the S word sales has normally been known as and it's making all the difference in their success. In that feature, Gelona said "Most people, especially team members within the practice, think of sales as some form of manipulation of the patient. Of course no one likes that! I think people are starting to do away with those thoughts to see selling for what it really is; moving people! The whole concept of sales is simply to move a person from point a to point b. In the dental practice, they're at some position physically with the state of their mouth and smile and you believe, as the professional, that you need to move them to some other position for their betterment. So, selling is the concept of moving someone in an attempt to give them something of value. An attitude change is taking place!"