It has come to my attention after speaking with many dental practice owners and teams that one of the biggest struggles their team has, is overcoming their fear of selling to patients.
Both the dentist and their team have this same struggle.
But what is selling really?
The definition of selling:
- give or hand over (something) in exchange for money.
You definitely are giving your patients a diagnosis, treatment and care for exchange of money.
I also found this definition:
- persuade someone of the merits
The Problem lies here:
You all know that after the patient receives their dental diagnosis, treatment and care that the patient pays a fee.
This is straight forward.
But the patient often needs to be persuaded on the merits of the treatment and care before they say yes, go ahead and then pay the fee.
Persuading Patients is key.
The act of persuading and influencing patients, I believe is where dentists and their teams fall down and get scared. They believe they are now selling to their patients. This is what gets in their heads and stops them in their tracks.
Guess what?
When you speak to your patients about the benefits and consequences of the dental treatment and care they need, you are persuading and influencing their decisions.
You are getting your patients to analyse, and think so that they can make the very best decision.
You are selling.
You are persuading your patients on the merits of the treatment they need and this is ……
wait for it……
In their best interest.
I too struggled with selling or persuading patients of the merits of treatment and care.
I had managed to persuade patients that going ahead with treatment was in their best interest yet I struggled with this as though I was doing something wrong.
I was also confused.
I was telling patients the truth and patients were making appointments and going ahead with treatment but I felt like I was doing something wrong!
Once I realised that selling or persuading patients was a good thing I did a complete back flip.
When the patient didn’t schedule their appointment for treatment and care, I realised I had failed these patients.
This turning point is an important part of understanding the outcome of helping patients.
If you are not selling/persuading your patients to say yes to an appointment and yes to treatment, then you have failed them in a big way.
So the next time you feel you are selling to your patients, stop and think.
What you are doing is the very best thing for your patients.
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THE DENTAL PHONE EXCELLENCE ONLINE MASTER CLASS IS HERE!!!
www.dentalphoneexcellencemasterclass.com
I LISTENED TO YOU and finally my Master Class is here ONLINE just for YOU!
Your team do not need a day off work to attend this Master Class. YOUR TEAM can complete the Dental Phone Excellence Master Class right there in your practice at their own pace. The BEST part of my Master Class is that you have it FOREVER once you purchase the Master Class.
It’s time to say GOODBYE to New Patients calling your office and NO APPOINTMENT ever being made, people calling your office about the price and never making an appointment and your patients continually calling to cancel their appointment!
There are 7 Learning Modules in this Master Class
• Module 1: How to Effectively Communicate with Your Patients
• Module 2: The 8 Steps to the New Patient Call
• Module 3: How to Answer the Questions Callers Ask
• Module 4: Correct and Easy Appointment Scheduling
• Module 5: How to Prevent and Handle Cancellations
• Module 6: How to Follow Up Your Patients
• Module 7: Giving the Very Best Patient Experience
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There are a total of 42 Learning Videos and over 60 Worksheets, Checklists, Templates, Scripts and Flowcharts to help support your team’s learning.
This program has been designed to teach dental teams how to communicate more effectively with their patients and get better results.
This Master Class is easy to understand, easy to work through and you can go through the program at your own pace.
This is the Master Class that guarantees your success when you start using the strategies and skills we go through together.
To secure you LIFETIME access to my Master Class click the link below. It is that fast and easy to get!
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I look forward to seeing you all get the RESULTS you deserve and MORE!
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Call Tracking Excellence
Click this link to find out how to get started. It’s that easy! http://www.calltrackingexcellence.com/
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If you want to know about the Dental Phone Excellence System I developed over many years working in my own Dental Practice and the same System I now share with many Dental Teams, then give me a call or send me a quick email.
The teams I have worked with all say how much easier it is using the Dental Phone Excellence System, when they answer calls and how many more kept appointments they make and confirm for their patients.
1300 378 044 or jayne@thedpe.com.
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