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.