We hear many times in offices that staff members are “not comfortable selling dentistry”. In fact, it has happened four times in just two days, in two different offices. A lot of times team members will say that they're not comfortable because its so much money and the project. Thinking that because they could not afford it themselves that neither could the patient.
The don't want to come across as “money hungry” and the inevitable “I don’t want to sound like a used car sales man”.
Here is something to think about when it comes to this in the dental office. You don’t have to “sell” anything. You just have to talk about one of the things you love (dentistry) with passion. When you talk about something you adore, appreciate or care about it naturally comes out with a different tone. All you need to do when it is time to talk about anything in dentistry; it could be something as simple as varnish or a big restorative case. Just flip your train of thought in your mind from “I am selling” to “I am just talking about something I care about with a friend”. Before you know it the conversation will flow with excitement and passion. Naturally being able to build in the value of the services you are are suggesting when doing this. You will be “selling” something without even thinking about it.
It is also always important to remember that people listen and respect you when they feel that you understand them. These conversations with patients need to be a two way street and making your patient feel like they are understood is so critically important.
Everyone on the team needs to have confidence when discussing what the patient truly needs. We want to make sure that our teams understand the value of the services that you are providing and believes that the treatment recommendations are the correct/best thing for the patient.
It is our hope that you have pride in the work you are doing, you elevate your conversations, talk with passion and gain the respect of patients by making them feel understood. If you can do these things you will be “selling” and not even realize you are doing it.