Dr. Allen Nazeri explains why patients reject treatment plans: they don't own the problem. Ask diagnostic questions first to confirm the issue actually bothers them before presenting solutions. Case acceptance follows a full sales cycle from contact through close.
Chapters
This is related to the question that came from the dentist in Nashville, Tennessee about how he can increase his case acceptance. And this is a very complex question. I mean, there are many, many reasons why there's a sales barrier or there are problems with patients saying yes to you. But in general, one of the biggest problems I see is that the doctors are offering solutions to patients without patients actually owning the problem. So let's say a patient comes into your pract that the patient has a missing tooth on the bottom jaw and you start treatment planning the patient for a fixed bridge or a dental implant or partial. And you know, and really the patient has been without that tooth for about 40 years. So they've been chewing fine, having no problem with the speech and so forth. Yet we try to give them a solution. See patients or any customers they buy when we solve a problem for them, if that is not a problem for them, no matter how much information you give them, how much.
Knowledge you try to give them, if they don't own the problem, they're not going to buy your services. And that certainly can create a problem for you because the patients also think that you're trying to hard sell them. So you always really need to ask them and try to understand what it is that is bothering them and try to address those problems first. You certainly can address those by asking them simple questions as how have you been eating without this tooth? And if the patient says, hey, you know what, I've been having a hard time eating and so forth, then your next question could be, have you thought about replacing it? Has someone discussed the replacement options with you? That way you open the window of answering their questions and solving their problems. Otherwise you're basically.
You know, offering a solution to something that the patient do not have a problem and you're going to come across as a hard salesperson. Okay? So be very, very careful with that. The other aspect of, you know, case presentation, obviously it's a full sales cycle. So you have the contact, you have the assessment, you have the presentation, the education and the clothes. And if there are any problems in any of these cycles.
You run into having patients say no to you. So you have to understand how to address those objections and you have to understand how to solve problems for patients. See, patients buy for their own reasons. They do not buy for our reasons. So we have to find out what that is and just provide the best treatment solution to their problems. Okay, So I hope that answers your question. This is a full cycle program that I coach doctors through and I'll be happy to coach you guys through this process. If you'd like to send me an email@drallenciamail.com or visit our website at Drallan Nazari.com you can watch some of our corporate training programs and I'll be happy to answer any other questions. Okay, thank you very much for the question. Take care.
