Motivate Patients to Buy- Without Selling
Are you practicing “old school” sales tactics? Telling too much to sell… When it comes to dental case presentation, one of the most common complaints I hear from team members is “How can I tell my doctor to say less?”
Consider this- many dentists are highly intelligent left-brained individuals. They’ve spent years in dental school articulating technical and clinical discussions with their peers and mentors. Today, we simply need to remind dentists to use less technical-speak, jargon, acronyms and “scary” terminology. Scary means using words like, double-edged blade, needle, pain, etc… instead try saying, incision, numbing or discomfort.
In fact, many patients don’t want or need a lot of treatment details. They want to feel that you care, and one way to show that is to ask them questions. Use a variety of open-ended questions, and at the end of every appointment ask, “Was there anything else you wanted to ask that we haven’t answered yet?”
When you allow patients to talk and ask questions they gain trust with you. Outdated selling techniques were just the opposite, tell to sell and they’ll buy.
Remember, watch your technical-speak, ask more key questions and listen. Practice these progressive techniques and you’ll motivate patients to buy without selling.
Contact Details:
Rita Zamora, E-book Author of
“The Referral System How-To Guidebook for Dentists”
TangibleMarketing – Dental Marketing & Sales Solutions
(303) 807-3827
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