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HELPING
Patients to Buy

boosting the persuasive skills of

ANY member of the practice team

This book is not about selling. It is about HELPING patients 

  • I cannot ask for something I don't know exists

  • I wont ask for something I know is outrageously expensive 

  • or something that frightens me, or will be painful

  • dentists only want to provide treatments to make lots of money

  • I have low expectations based on other practices

  • I like spending my money at my hairdressers

  • I know I have an ugly smile, so I try never to smile! etc, etc !!!

HELPING Patients to Buy is an easy and enjoyable  read for any member of the team to learn about themselves and what TO DO to help their patients

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Subjects covered in the book are:

  • Introduction - how good ARE we?

  • 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

  • Learning about yourself - your Bright AND Dark sides !

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