Getting Past the Glaze to "YES!"

Cindy Ishimoto, CDPMA

Many patients are ill informed about comprehensive dentistry, leaving a practitioner feeling frustrated. The great beginning of case presentation with the goal of sharing information, elevating the patients dental IQ and having them want what they need suddenly changes when the patient’s look of excitement turns to a pair of glazed over eyes that send the message, "I have just tuned out".

For the patients to make an emotional commitment and a financial investment, practitioners must adopt skills that are based in putting the patients’ needs first instead of just selling the treatment plan. Securing treatment acceptance for major and even minor cases requires three key elements: communicating and listening carefully, encouraging active participation by the patient and ensuring that everything you do addresses their issues and not just your goals.

A patient who feels heard and understood will find it much easier to hear and understand. Then, you’re past that glaze and on to the "yes" as your case acceptance rises and your patient family grows healthier.

Specific Topics Discussed

• Asking open-ended questions.
• Educational tools.
• Remembering your audience's perspective.
• Welcoming objections and encouraging patients.
• Preparing for objections.

This course is recommended for all dental professionals.