60 pages - click on this illustration of the cover for enlarged view
HELPING Patients to Buy
boosting the persuasive skills of ANY member of the practice team
This book is a reference for any member of a dental team who
ever needs to persuade patients or potential patients to do anything!
HELPING Patients to Buy has two aims:
to encourage, motivate and give confidence to ANY member of the team to WANT to help their patients take advantage of the treatments that would benefit them
to ENABLE any team member (whatever their personality) to do so.
The best way to give someone NEW opinions
is to give them NEW credible information
“The best way to get someone to do what YOU want is to forget about what you want and focus 100% on what THEY want”
epigram number 45 from the book "THINK ABOUT IT"
Our D.I.Y. Kit for HELPING Patients to Buy is NOT a template for “sales training”! It is a kit to help team members discuss and agree HOW they can HELP their patients.
Subjects covered in the book are:
Teamworking to help patients along their Patient Journey
Empathy - inside the patient's mind; how to earn their respect
Establishing a patients TRUE needs (not what they say they "want"!)
Presenting NEW INFORMATION to patients - features, benefits
HELPING patients decide - "closing the sale"
Use and interpretation of Body Language
HELPING reluctant patients - assertiveness
HELPING patients over the telephone, including converting enquiries
“Selling” is often viewed as a dirty word, especially if confronted by “pushy” salespeople who seem only interested in themselves and a sale! But on the other hand, if a patient’s LIFE would be genuinely enhanced by a treatment, then a dental professional who doesn’t at least try to inform and persuade them is LETTING THE PATIENT DOWN!