The Very Dental Podcast Network What Every Good Salesperson Knows (DHP281)
If you're a dentist and you are trying to get case acceptance, that means you're a salesperson. You might not love the wording, but the concept is true. If you are explaining the pros and cons of treatment, the benefits of treatment and consequences of no treatment...you're a salesperson! Jeff Palmer of the Case Acceptance Academy explains how to help patients move forward in an ethical and predictable way! We discussed a lot of topics including:
- Where did Jeff come from? How did he learn his case acceptance techniques.
- Why is case acceptance part of marketing?
- How do you measure case acceptance?
- "Marketing can't control what happens after the phone rings"
- In person coaching vs. online training (Jeff can do both)
- The exam isn't the case presentation! (diagnose first, treatment plan second)
- "You need a..." is the wrong move after diagnosis
- Show, tell, ask
- After you show the patient then shut up. Don't be the first one to speak.
- Having a staff member ask the questions that the patient is probably thinking
- Where is the best place to present the case? (you need a monitor and privacy)
- Phone skills are KEY!
Some links from the show:
Jeff's website: The Case Acceptance Academy
Al's photo:
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Go Hack Yourself
Jason: warrant in debt for collections
Alan: BlueView Varistrip matrix from Garrison Dental Solutions
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