What do you do when a patient says “No” to treatment you recommend? An excuse that they can’t afford it might ring hollow if you see their new car in the parking lot. But if you learn new ways to communicate value, you will see a dramatic increase in treatment acceptance.
Course fee: $79.00
As Dr. Bill Blatchford explains, listening to the patient’s agenda is key. Blatchford presents a new model of “relationship selling,” and he outlines an approach for effective listening and case presentation. It has already increased profitability for dental practices just like your own. You’ll be exposed to a number of new paradigms that will challenge your thinking.
Consider the following:
ALL dental treatment is discretionary.
Decisions to undergo treatment are emotional.
istening is key to a successful presentation.
There is a difference between education and selling.
Dental procedures are among of many optional goods and services.
ADA CERP is a service of the American Dental Association to assist dental professionals in identifying quality providers of continuing dental education. ADA CERP does not approve or endorse individual courses or instructors, nor does it imply acceptance of credit hours by boards of dentistry.
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