- helping dental practice teams help their patients - in “New Normal” times !
60 pages - click on this illustration of the cover for enlarged view
The book has two main aims: 1. to ENCOURAGE any member of the team to want to help their patients take advantage of the treatments that would benefit them;
2. to ENABLE any member of the team (whatever their personality) to do so.
“Selling” is often viewed as a dirty word, especially if you are confronted by a “pushy” salesperson who is obviously only interested in themselves and a sale! But on the other hand, if a patient’s QUALITY of LIFE would be genuinely and considerably enhanced by a treatment, then a dental professional who doesn’t at least try inform and persuade them is LETTING THE PATIENT DOWN!
The best way to give someone NEW opinions is to give them NEW credible information. This book is an invaluable reference for any member of a dental
practice team IN ANY ROLE and especially relevant to dentists, Hygienists and those with Patient or Treatment Co-ordinator type responsibilities.
Teamworking to help patients along their Patient Journey
Empathy - inside the patient's mind; how to earn their respect
Establishing a patients TRUE needs (not what they say they "want"!)
Presenting to HELP a patient buy - features, benefits NEW information
HELPING patients decide - "closing the sale"
Use and interpretation of Body Language
HELPING reluctant patients - assertiveness
HELPING patients over the telephone, including converting enquiries
Subjects covered in the book are:
This book is a very practical GUIDE for any team member - whatever their position and personality - to learn HOW to help their patients.