December 8, 2015
by Kahaliah Richards
Help patients say “yes” to the treatment they need….
How would it be if all our patients accepted our treatment recommendations without having to be pressured, without stress or rejection? Why do dental patients reject appropriate treatment?
85% of case acceptance is related to our social skills and ability to relate to people, 15% is due to technical system and examination appointment flow.
The 85% behavioural side of case presentation system involves a process of communication that begins at greeting, first impressions, and the interest you take in the patient and their needs.
Establishing trust is set up via master interviewing skills, impactful listening and categorizing and organizing the patient’s unique answers into a way that drives the customized presentation and financial arrangements.
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