Some dentists I’ve spoken to recently still think they don’t have to “sell” tx to patients.
That’s incorrect and dangerous thinking. In fact, it could put you in serious financial trouble.
Here are some books I simply CANNOT recommend enough that will allow you to close ANY patient …
How to sell Anything to Anybody – by Joe Girard
Secrets of Closing the Sale – by Zig Ziglar
Dynamic Selling – by Robert Traillins
Sell Your Way Through Life – by Napolean Hill (get ALL of his books!)
The word “selling” is uncomfortable for some, if not most folks I come across. Bottom line, not many salesman have starving kids. There’s NOTHING wrong with selling.
In fact, if you are holding back from “selling” to your patients, you’re doing THEM and YOU and huge disservice. You see, they don’t know what great dentistry can actually DO for their life (self-esteem, etc.) until they get it done…then, they get to see first hand. So, sell them the vision … let them make the decision … they’ll make the right one if the picture you paint is vivid and realistic.
I know you’ve all had patients who’ve said, “Oh my gosh! I can’t believe what a difference this has made in my life! THANK YOU THANK YOU THANK YOU!”
Doesn’t every patient deserve that?
This week’s ACTION-TO-TAKE TIP: Converting calls to patients ISN’T getting easier. If your staff is having problems making appointments, get some training under their belt. We offer enhanced callers-to-patients training for just that purpose. It’s easier than you might think!