{"id":1438,"date":"2019-07-29T17:19:49","date_gmt":"2019-07-29T17:19:49","guid":{"rendered":"http:\/\/dentalsuccesstoday.com\/blog\/?p=1438"},"modified":"2019-07-29T17:19:49","modified_gmt":"2019-07-29T17:19:49","slug":"how-to-turn-no-into-yes-even-when-you-think-you-cant","status":"publish","type":"post","link":"https:\/\/dentalsuccesstoday.com\/blog\/how-to-turn-no-into-yes-even-when-you-think-you-cant\/","title":{"rendered":"How To Turn “No” Into “Yes” Even When You Think You Can’t"},"content":{"rendered":"

Last week, we talked about telling and completing the whole story with your patients. \u00a0Regardless of what role you play and position you are in, you have the ability to influence, persuade and encourage every person you see to move forward with whatever \u2018next step\u2019 that is in their very best interest.<\/p>\n

In fact, that is actually the most important part of what you do. \u00a0You may not think of it that way but it is 100% what you are there to do every single day\u2026 to influence patients to move forward with what you know is good for them.<\/p>\n

So, if your primary responsibility every single day is to influence patients to do what you know is the right thing for them, how do you achieve that? \u00a0Most often we think of EDUCATION and that is one key (albeit a very big and meaningful key) towards \u201cinfluencing\u201d someone.<\/p>\n

You can also do it through examples, demonstrations and anything experiential. \u00a0You do all of those things every day. \u00a0Really, most of what we work on together boils down to this principle action of influence.<\/p>\n

And while Education is very important, it does not mean that a patient values what they are being educated on so much so that they will buy into the solution and the benefits. \u00a0Often times you need more than \u2018just that.\u2019<\/p>\n

So today I\u2019m going to arm you with five of the most valuable points of leverage that you have at your disposal to move your patients forward. \u00a0They also happen to be both the easiest to use and the most under-utilized.<\/p>\n

They are in essence statements or communication strategies that can be brought up to your patients when necessary. \u00a0Some times that means bringing it up proactively and other times in response to patients\u2019 delay, indecision, or objection to whatever you are encouraging them to do next.<\/p>\n

This goes for over the phone to the case building to every clinical team member to the doctor\u2019s exam and all the way through treatment presentation, asking for full payment to referrals and reviews.<\/p>\n

All of these are very straightforward and only require your confidence to be willing and able to engage them.<\/p>\n

More influence over your patients comes from\u2026<\/p>\n

#1 \u2013 Your Authority<\/p>\n

That\u2019s right. \u00a0Because YOU SAID SO. \u00a0You see more patients than the person who is sitting in front of you because they don\u2019t see patients at all. \u00a0You have the wisdom and experience to be their guide and from time to time you have to utilize your expertise and authority to remind them why they are there. \u00a0This can be done tongue in cheek or blunt and straightforward.<\/p>\n

#2 \u2013 The Truth<\/p>\n

This is one of my favorites and we cover it nearly every week because it is the most important one. \u00a0Simply saying to the patient that your \u201cmain responsibility today is to tell them the truth about what is going on, what it means, why it is happening and what the future holds based on what you see today.\u201d<\/p>\n

This is powerful and effective. \u00a0It also happens to be extremely easy \u2013 just tell the truth.<\/p>\n

#3 \u2013 Their Health<\/p>\n

Yes, it is so simple. \u00a0You must frequently remove the idea from the patients\u2019 minds that anything is \u201coptional\u201d because we are not here to talk about \u201cdentistry\u201d or \u201cmoney\u201d or anything other than THEIR HEALTH. \u00a0Once again, these do all link together because you are the expert and the truth doesn\u2019t lie \u2013 the state of their health is what it is and it\u2019s the only concern of the visit.<\/p>\n

#4 \u2013 It\u2019s About (and a matter of) Time<\/p>\n

Yes said like that\u2026 it\u2019s about time they get healthy, they fix this, they do something they deserve it, etc. \u00a0But on the other hand, it is also simply a matter of time before something \u2018gets worse\u2019 or becomes an emergency (and much more painful and expensive).<\/p>\n

Now your clinical philosophy and the actual reality of their mouths weighs into this, obviously. \u00a0Maybe it truly is \u201celective\u201d or \u201coptional\u201d (though I hate those words), but what matters is what is OPTIMAL.<\/p>\n

Even still, whether it is ABOUT TIME or a MATTER OF TIME \u2013 what we know is that there is no time like right now, like the present. \u00a0No patient has ever said, \u201cI\u2019m sure glad I waited,\u201d instead they only and always say, \u201cI wish I would have done this sooner.\u201d<\/p>\n

#5 \u2013 A Little Guilt Goes A Long Way<\/p>\n

Okay, so for the bashful ones out there, if you are timid about helping your patients, or you don\u2019t fully believe in what you are doing, then this one won\u2019t sit well with you and that\u2019s okay. \u00a0I\u2019m here for those that want to help as many patients as possible move forward with life changing care.<\/p>\n

So here\u2019s the deal, if you run into a tough situation you can play guilt a few ways.<\/p>\n

First, you can say, \u201cI know that the Doctor is going to be very disappointed about this and the fact that we did not do a good enough job explaining to you the significance and importance of this.\u201d<\/p>\n

Second, you can take the blame by saying, \u201cDarn, I really feel as though I\u2019ve let you down today. \u00a0There must be something that I have left unanswered that it\u2019s okay for you to delay taking care of this.\u201d<\/p>\n

Third, you can say, \u201cYou know, I have a lot of experience with this because it\u2019s happened before. \u00a0You are going to walk out of here with a problem in your mouth and eventually this is going become a problem you can\u2019t avoid fixing. \u00a0It might even end up with some serious inconvenience or pain. \u00a0I want to reiterate right now that we have an opportunity to be proactive (or to prevent or to give you your life, smile, health, sleep back) today. \u00a0I assume that you came here looking for a solution which is why it surprises me by your decision to do nothing.\u201d<\/p>\n

Now, do you see the power in these? \u00a0Of course, you customize to your personality and to the appropriateness of the situation. \u00a0None the less, take some or all and link them together to be more effective. \u00a0Just know that you don\u2019t have to accept the patients\u2019 objections immediately because some people do need a little extra encouragement, proof, motivation, or tough love.<\/p>\n

The only secret to these working seamlessly with you and your patients is that you have to have enough belief in and value what you are doing for your patients. \u00a0You must truly know that they deserve to be healthy and they have empowered you to be their guide and facilitator of health.<\/p>\n

Don\u2019t give up so easily and use the influence that has been bestowed upon you. \u00a0Commit to helping your patients with what is in their best interests even when (and perhaps especially when), it\u2019s not easy. \u00a0It takes that little extra nudge and conversation on your part to serve them to your fullest capability.<\/p>\n

There is a lot to study and work on here. \u00a0I\u2019m looking forward to hearing about your results.<\/p>\n\"\"<\/a>\n","protected":false},"excerpt":{"rendered":"

Last week, we talked about telling and completing the whole story with your patients. \u00a0Regardless of what role you play and position you are in, you have the ability to influence, persuade and encourage every person you see to move forward with whatever \u2018next step\u2019 that is in their very best interest. In fact, that… 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-1438","post","type-post","status-publish","format-standard","hentry","category-huddle"],"yoast_head":"\nHow To Turn "No" Into "Yes" Even When You Think You Can't<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/dentalsuccesstoday.com\/blog\/how-to-turn-no-into-yes-even-when-you-think-you-cant\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"How To Turn "No" Into "Yes" Even When You Think You Can't\" \/>\n<meta property=\"og:description\" content=\"Last week, we talked about telling and completing the whole story with your patients. \u00a0Regardless of what role you play and position you are in, you have the ability to influence, persuade and encourage every person you see to move forward with whatever \u2018next step\u2019 that is in their very best interest. 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