Elaine Jurkowski, MSW, PhD 1 Sandra Nagel Beebe, RDH, PhD 2 Charla J. Lautar, RDH, PhD 2
Sta rdh clinical training brief 2011 erc
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Transcript of Sta rdh clinical training brief 2011 erc
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The Wand-STA CLINICAL & SALES TRAINING
COURSE
October 22, 2010Holiday Inn Select
Memphis, TN
Eugene R. Casagrande, DDS Director of International & Professional Relations,
Milestone Scientific, Inc.
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Welcome
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STA Clinical & Sales Course
Introductions, Overview of Course
• Who Am I? • Who Are You?• What Are We Doing Here?
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Who Am I?
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Practice
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Tucson, AZ
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STA Clinical & Sales CourseWhat do I do?
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STA Clinical & Sales Course
Who Are You?
RDH Introductions
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STA Clinical & Sales CourseWhy Are We Here?
Course Objectives
At the completion of this Sales Training Course, each participant Will:– Have comprehensive knowledge and expertise of
the technology, operation, features and benefits of the STA
– Be able to demonstrate and supervise STA administered injections
– Be competent in STA sales techniques
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STA Clinical & Sales CourseWhat Are We Going To Do Here?
Agenda• Overview of STA - Presentation• Review of STA Set up, Operation, Features, Maintenance • STA Power Point Presentation
– Technologies– Injections
» Traditional Injections (Infiltrations, Mandibular Blocks)» New, State-of-the-Art Injections (AMSA, P-ASA, STA-
Intraligamentary)• Typodont
– Injection Techniques– Class Demonstrations
• Roll-Playing - Presentations– Exhibition - Sales– Demonstration– In-Office Training
• Roll- Playing - Sales Techniques– Overcoming Objections
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STA- Win, Win, Win
WIN for the Dentist• Injections are easier and less stressful to administer
• More successful• Latest technology and injection techniques
WIN for the Patient• Injections are more comfortable and less stressful• No collateral numbness
WIN for the Practice• Increased efficiency and productivity• Fewer cancellations• Increased patient referrals
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STA Clinical & Sales Course
STA PRESENTATIONS
1. Brief Explanation2. Office Demonstration3. In-Office Training
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STA Clinical & Sales Course
Brief Explanation (2 Minutes)
1. What Is It?• A Computer-Controlled Local Anesthetic Delivery System
2. What Does It Do?• Flow Rate Below Patient’s Pain Threshold• Ability to control the Needle• Dynamic Pressure Sensing
3. What Are The Benefits?• Replaces the Traditional 160 - year old Syringe• STA-II replaces the Mandibular Block• AMSA, P-ASA anesthetize multiple teeth and related tissue
without collateral anesthesia to Face, Lips, or Tongue
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STA Clinical & Sales Course
Office Demonstration (15-20 Minutes)
1. Brief Description of Set up, Operation, Features of STA• Flow Rates• Wand Handpiece• Dynamic Pressure Sensing
2. Typdodont Demonstrations • STA-Intraligamentary, AMSA, P-ASA
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STA Clinical & Sales Course
In-Office Training1. Description of Set up, Operation, Features of
STA to Dr. and Staff• Flow Rates• Wand Handpiece• Dynamic Pressure Sensing
2. Typdodont Demonstrations• STA-Intraligamentary, AMSA, P-ASA
3. Supervision of Injections• STA-Intraliagmentary, AMSA
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Sales Skills, Techniques
Overcoming Objections
1. “I already give a comfortable injection”2. “It’s too slow”3. “It costs too much”4. “My patients don’t complain about my
injections”5. “I can give the same injections with my
syringe”
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Thank Thank YouYou