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Kevin Henry is the group editorial director for Advanstar Dental Media and has more than 15 years of experience in the dental publications field. He can be reached by email at firstname.lastname@example.org. Also, you can follow him on Twitter (@kgh23).
It’s a rare thing to find a dentist or dental team member who hasn’t had a plan for treatment rejected by a patient. Even though you as the dental professional know that what you are presenting is truly in the patient’s best interest, the patient seems to have no problem saying “no.” Has this ever happened to you or in your practice?
With this scenario in mind, Bob Spiel of Spiel Consulting sat down with Dental Practice Management to talk about the four most common objections to treatment and how dental professionals can overcome them.
“Our job as dental professionals is to be patient advocates,” Spiel said. “With this in mind, we can’t take ‘no’ as the first answer. Instead, we have to do a much better job of converting that need into a want by helping them understand the significance of their treatment.”
Spiel says the four main reasons dental patients turn down treatment plans are money, time, pain, and inconvenience. He also believes there is a consequence to saying no to a treatment plan that includes needed dentistry.
“What you have to realize is that, if a patient says no because time, money, pain, or inconvenience, they are only saying yes to more time, more money, more pain, and more inconvenience down the road.”
Here more of what Spiel has to say about these four objections and what dental teams can do to overcome them by watching the video belowâ¦