sta rdh clinical training brief 2011 erc

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.

Welcome

STA Clinical & Sales Course

Introductions, Overview of Course

• Who Am I? • Who Are You?• What Are We Doing Here?

Who Am I?

Practice

Tucson, AZ

STA Clinical & Sales CourseWhat do I do?

STA Clinical & Sales Course

Who Are You?

RDH Introductions

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

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

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

STA Clinical & Sales Course

STA PRESENTATIONS

1. Brief Explanation2. Office Demonstration3. In-Office Training

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

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

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

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