A short instructional video by Dr. Allen Nazeri (DDS, MBA) about handling patient objections to elective dental treatments. Nazeri emphasizes proactively asking patients about their objections before they leave, training staff to listen and discuss openly, and addressing four common concerns: time, money, pain, and inadequate case presentation/communication.
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In this video, I'd like to discuss with you about patient objections and how to handle those patient objections. See, when we have patients come into our practice for a consultation, many times when the patients are ready to make the second appointment to actually come back for the treatment, they typically come up with an excuse and they say something like, you know what, I need to talk to my husband, or I need to check my calendar, get back to you, and so forth. And I. And many times as soon as they leave our offices with all the distractions that happening around them, from number of messages they get on their phone to all of the other competitors bombarding them with marketing materials, they tend to forget to call us or they just basically say, hey, you know what, I'll go to somebody else. So before somebody leaves your practice or your consultation, I think as doctors, as professionals, it is our duty to find out what their objection is about going ahead with the treatment. And by simply asking them that, what is your objection about going ahead with your treatment? So this is something. If you have an office manager or receptionist handling this treatment plan for you.
You need to train them to be able to discuss this with the patient openly and then try to listen carefully what they say.
Over the years, I have realized that the patient's common objections has to do with really three or four things. Number one, how long it's going to take, it's a time issue, how much I have to pay, it's a money issue. Then is this going to hurt? It's about pain and sometimes it's about the fact that we have not presented the cases properly, we have not assessed their problems and offered solutions properly. So this is what we typically do in our coaching programs to try to.
Teach their doctors and their teams how to handle these objections and try to come up with professional scripts that we can help our patients to achieve their goal. If I can be of further assistance, or if you'd like to book me for an on site corporate event, please email me at drallan D R A L L E N C I gmail.com thank you for watching.
