Tired of Selling Dentistry?

Selling dentistry just sounds dirty.

I am reminded of a popular scene in the movie Wolf Of Wallstreet where the character Jordan Belfort asks Bo Bodnick to sell him a pen.

Bo says, "Do me a favor and write your name down on a napkin."

Jordan responds: ”I don't have a pen!”

"Exactly," Bo responds, pulling out his own pen and handing it to him.

Tricky, tricky.

Selling dentistry or medical care should not come down to tactics.  A popular strategy is to use fear techniques, or insurance benefits as leverage to get someone to say yes.

A complete different strategy is engaging in a consultative process with a person to determine what is important to them about their health, what are their desired results and what are their needs.

Sales and Consultative Process represent two distinct approaches when it comes to providing healthcare services. Selling medical care often focuses on the transactional aspect, where the primary goal is to close a deal or make a sale. This approach may prioritize persuading patients to undergo specific treatments or procedures without fully considering their individual needs or preferences. The emphasis is placed on generating revenue rather than fostering a collaborative and personalized patient-doctor relationship.  It is all about boosting production!

On the other hand, a consultative process takes a more holistic and patient-centered approach. It involves actively listening to patients, understanding their concerns, and considering their unique circumstances before recommending a course of action.

The focus is on building trust and establishing a long-term partnership with patients. By involving patients in the diagnostic and planning processes, a consultative approach empowers them to make informed decisions about their care. It also ensures transparency regarding fees and eliminates any surprises, fostering a sense of confidence and satisfaction in the patient-doctor relationship.

There now, doesn’t that feel better?

These strategies and methods are taught in Dr. Edwards workshop Through The Red Sea, March 22, 23 and in our New Patient Experience (NPE) courses which are part of our Core Curriculum and in Alumni Refresher Settings.

The NPE curriculum assists the dental team in quickly deciding on the preferred pathway for each patient that will ensure a successful outcome for both the patient and the office, all of which result in a collaborative relationship.

This curriculum gets you out of selling and into collaborating with the patient that often results in more dentistry being performed than otherwise would have been “sold.”

This collaborative approach ultimately leads to better patient outcomes and a higher level of patient satisfaction compared to a purely transactional, sales-oriented approach.

If you are still trying to figure out how to sell the pen, these workshops probably aren’t for you.

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