Selling of Life-Changing Dentistry: Patient Psychology of Case Acceptance, Advanced Diagnosis, and Patient Experience Training
This course will help Doctors and Team Members understand how to “speak patient” and get people engaged in their dentistry. You will learn specific methods, steps, systems, and strategies to close the gap on patients walking out the door without scheduling treatment.
Our goal is simple: to arm you with the tools, resources, scripts, protocols, and above all else confidence to move patients forward with the dentistry that matters and fill your schedule with value based dentistry (not volume based production) and dramatically increase the case acceptance of your larger treatment plans.
Specific topics include:
– Getting emotional engagement on the phone
– Screening system execution on securing A-Patient appointments
– Creating value in the patient’s mind (whether it’s their first or 50th visit)
– The most effective patient confirmation strategies
– How to charge deposits for appointments
– The best pre-appointment interview questions to build big cases
– The treatment room tango…the right ways to dialogue with and around patients
– Hot and cold patient buying buttons…you may not even know when you turn someone off
– The art of asking questions and getting your patients involved
– Overcoming price and insurance objections in the front and back
PLUS: A detailed dissection of Scott’s 9 part matrix of Patient Psychology that will have your patients asking you for the whole treatment plan
PLUS: The best way to present fees and ask for money… including 3 tips you’ve never heard before