{"id":1166,"date":"2018-07-16T13:59:54","date_gmt":"2018-07-16T13:59:54","guid":{"rendered":"http:\/\/dentalsuccesstoday.com\/blog\/?p=1166"},"modified":"2018-07-16T13:59:54","modified_gmt":"2018-07-16T13:59:54","slug":"is-your-doctor-guilty-of-this-part-1","status":"publish","type":"post","link":"https:\/\/dentalsuccesstoday.com\/blog\/is-your-doctor-guilty-of-this-part-1\/","title":{"rendered":"Is Your Doctor Guilty of This? [Part 1]"},"content":{"rendered":"

It\u2019s always with the best of intentions\u2026 but you know where those get you, now don\u2019t ya.<\/p>\n

This is perhaps the biggest flaw that is all too common with every Doctor\u2019s engagement with a patient.\u00a0 It comes in different shapes and sizes with each different approach to communication but the end result is all the same.<\/p>\n

If you can break your doctor\u2019s habit of this, you will be on your way to much stronger and more committed \u201cclinical yeses\u201d and you will be able to secure a greater percentage of case acceptance without having to fight with patients over money.<\/p>\n

It is not diminishing treatment (although that is the most basic issue many doctors and team members have).\u00a0 Diminishing treatment is taking something that is larger and making it smaller for fear of the patient being overwhelmed, not being able to pay for it or that they won\u2019t have the interest in all of it.\u00a0 As we always talk about: LET THEM DECIDE.\u00a0 Stop trying to decide for them.\u00a0 If you give your patients a chance to say yes, you will be surprised at how often they do.<\/p>\n

But it gets worse than this; as this flaw is an even bigger, more advanced problem than diminishing the treatment.<\/p>\n

It is diminishing THE VALUE (or significance or importance) of the Treatment.<\/p>\n

Read that again because in that one sentence lies everything.\u00a0 This is your ultimate secret for getting patients to want to fight to find ways to pay you and to complete treatment versus fight against ways to find money and to avoid treatment.<\/p>\n

Doctors do this all the time, usually without even knowing it.\u00a0 You may even let them because you have become immune to it and don\u2019t even catch it when it\u2019s said.<\/p>\n

I\u2019m talking about when you make the patient feel like\u2026<\/p>\n

\u201cIt\u2019s not that big of a deal.\u201d\u00a0 \u201cIt\u2019s not that bad.\u201d\u00a0 \u201cIt could be worse.\u201d<\/p>\n

Or dozens of other statements that are made to take a problem that the patient has and the treatment solution you are presenting for it and making it seem like it is less of a priority than it should be.<\/p>\n

Every doctor and every team member are guilty.\u00a0 You do this to make them feel better, to try to relieve them from feeling guilt or embarrassment, to make it not seem expensive, or insert whatever excuse you have (any of which don\u2019t matter).<\/p>\n

You see, they aren\u2019t supposed to feel better until they get the treatment and fix the problem.\u00a0 Diagnosing a problem and then telling the patient it really isn\u2019t a problem, doesn\u2019t help anyone get healthy.<\/p>\n

When you do anything that goes against the urgency, significance, importance, value, benefit or potential consequence \u2013 you are letting the patients remain in an unhealthy state and training them to wait until it\u2019s worse.<\/p>\n

It is okay to reassure a patient that it\u2019s going to be fine BECAUSE\u2026<\/p>\n

It is not going to be a very complicated procedure BECAUSE<\/p>\n

The great news is that it\u2019s not as bad as it could be BECAUSE<\/p>\n

You and I \u2013 Patient and Doctor \u2013 ARE DOING SOMETHING ABOUT IT.<\/p>\n

You have to tie the positive to the desirable action that helps the patient the most.\u00a0 It\u2019s simple but so incredibly powerful.\u00a0 This is the psychology that compels a patient to want to proceed with treatment and get healthy.<\/p>\n

Do not let your patients off the hook by making the problems in their mouths trivial and do not diminish the value of what you are presenting as the solution by making it seem optional.<\/p>\n

Really pay attention and critique each other to help one another get better and develop muscle memory around this.\u00a0 Always connect the positive to the desired action.<\/p>\n

You don\u2019t have to (and shouldn\u2019t) over embellish anything, but you must not diminish it either.\u00a0 The patient is looking to you for any reason, even the slightest justification, to avoid, delay, deny or wait a little longer.<\/p>\n

That isn\u2019t in their best interests \u2013 you know, after all, because you\u2019re the professionals.\u00a0 You are here to help them do what is in their best interests based on their true current state of health.<\/p>\n

To be continued\u2026<\/p>\n\"\"<\/a>\n","protected":false},"excerpt":{"rendered":"

It\u2019s always with the best of intentions\u2026 but you know where those get you, now don\u2019t ya. This is perhaps the biggest flaw that is all too common with every Doctor\u2019s engagement with a patient.\u00a0 It comes in different shapes and sizes with each different approach to communication but the end result is all the… Read more »<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[3],"tags":[],"class_list":["post-1166","post","type-post","status-publish","format-standard","hentry","category-huddle"],"yoast_head":"\nIs Your Doctor Guilty of This? 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