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Orthodontic Team

AAO Orthodontic Staff Club - your team members may subscribe for free if they join the AAO Orthodontic Staff Club first. For more information go to Orthodontic Staff Club.

2010 Annual Session - Overcoming Objections: Converting New Patients in the Exam

Credits: None available.

In todays real world, all new patients dont always say yes immediately. They may have objections or concerns that need to be dealt with at that time and are reluctant to committing to treatment. If you can overcome these objections, you will prevent them from becoming pending patients. How you deal with these objections will determine if they will commit at the exam.

Learning Objectives:

• Applying effective selling techniques to overcome objections, thus closing the sale.
• Welcoming objections and understanding it is an invitation from your patient to help them overcome and proceed with treatment.
• Recognizing specific objections TCs are faced with in their practice and how to respond.

Speaker(s):

• Sandra Issiac