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“When you are trying to impress people with words, the more you say, the more common you appear, and the less in control. Even if you are saying something banal, it will seem original if you make it vague, open-ended, and sphinxlike.” — Robert Greene
Patients can be challenging at times. There are a lot of factors that may cause them to hesitate to get treatment even though they know they need your services. But a great dental team will always move, in a coordinated effort, to make their patients feel that they are well taken care of.
Hey Doc, how good are you and your team at helping patients WANT what they need? If you want to:
- Make case acceptance the easy and obvious choice for your patients,
- Get good at introducing the “elephants” in the operatory,
- Embrace the power of silence so you can become the most trusted dentist around,
Tune in now!
Listen in and find solutions to common practice issues at Prescriptions for Your Practice.
Check out our New Case Study, “Discover How To Recession-Proof Your Dental Practice In The Next 60 Days So That You Increase Profits & Avoid Losing Key Team Members” now at: http://thenorecessiondentist.com/casestudy.
Key Quotes:
- “Leaders are readers.”
- “We’re a needs-based business, but we have to be good at helping patients want what they need.”
- “If there’s any sense of coercion or manipulation in your process, and I doubt it is intentional, make sure that nothing unintentionally dissolves the trust you’ve worked so hard to create.”
- “If it feels like you’re selling treatment. If the patient feels pushed, I think you’ll undermine your case.”
- “Job one is to build a great team. Job two is the team sales team.”
- “If a patient feels judged by you, you cannot influence them and positively impact their dental health.”
- “Some of the limitations are self-worth issues.”
- “Most people will know if you’re in it for their relationship or the transaction, regardless of what you say”.
Featured on the Show:
- Book: The 48 Laws of Power, Robert Greene
- I appreciate your feedback. Let me know what you learned and loved here: [email protected].
