Some may see selling as convincing people to do something they don’t want to do; but Ms. Beaton will discuss how selling can really be about learning what people do want to do and helping them to do it. She will show how throughout every step of the new patient orthodontic process, that experience can be shaped by subtle aspects of consumer psychology that motivate people to want to get started with the suggested orthodontic treatment.
Ms. Beaton will provide clearly defined steps you can take to increase patient treatment acceptance. She will show that a self-confident, attractive, outgoing, warm, friendly and healthy smile can have the highest value to your patient as well as, the greatest persuasive influence during the new patient evaluation. If, in the patient’s mind, the value and benefit of orthodontic care, for the individual, exceeds the value of the investment then the only reasonable decision is to proceed with treatment. Nobody has ever benefited from orthodontic treatment they never started.
After this lecture you will be able to:
Discuss the elements of the sales persuasion cycle that can be utilized in the orthodontic new patient experience to increase case acceptance;
Review a series of questions that can be used to help the patient/parent identify the specific desires or needs that completion of orthodontic treatment will help them achieve;
Explain the three step close technique (Yes to treatment, Yes to financial and Yes to scheduling) and how it can be applied to the orthodontic new patient process in a way that will increase case acceptance.
Speaker Disclosure: Consultant: Joyful Change
Length of session: The session is scheduled for 30 minutes.
Continuing Education: Each participant who completes the Webinar will earn .5 CE for the entire session.
Continuing Education Disclaimer:
This Continuing Education Program provides attendees with a relevant and rewarding continuing education experience. However, neither the content of a course nor the use of specific products in any program should be construed as indicating endorsement or approval of the views presented or the products used by the AAO or by any of the respective subsidiaries. Speakers are required to disclose to participants any financial, commercial or promotional interest in a product or company that may influence their presentations; however, the AAO shall not be liable for a speaker’s failure to disclose such interest.
American Association of Orthodontists is an ADA CERP Recognized Provider. ADA CERP is a service of the American Dental Association to assist dental professionals in identifying quality providers of continuing dental education. ADA CERP does not approve or endorse individual lectures or instructors, nor does it imply acceptance of credit hours by boards of dentistry. Concerns or complaints about a CE provider may be directed to the provider or to the Commission for Continuing Education Provider Recognition at ADA.org/CERP.