{"id":1442,"date":"2019-08-05T17:41:39","date_gmt":"2019-08-05T17:41:39","guid":{"rendered":"http:\/\/dentalsuccesstoday.com\/blog\/?p=1442"},"modified":"2019-08-05T17:41:39","modified_gmt":"2019-08-05T17:41:39","slug":"the-real-problem-with-selling","status":"publish","type":"post","link":"https:\/\/dentalsuccesstoday.com\/blog\/the-real-problem-with-selling\/","title":{"rendered":"The Real Problem With “Selling”"},"content":{"rendered":"

So often in dentistry both doctors and team members alike get a bad taste in their mouths and feel resistant to the idea of \u201cselling.\u201d \u00a0This reaction is primarily driven by two issues. \u00a0First, the fact that it implies you are having to convince someone to do something they otherwise wouldn\u2019t do. \u00a0Second, because it is attached to money and most people are uncomfortable discussing money.<\/p>\n

The funny part about it is, done right, you don\u2019t have to have any patient experience either of these two concepts. \u00a0Yes, often times it is about \u201cconvincing\u201d someone of the significance and the value of what you are recommending (though this is done through demonstration, education, and conversation, not \u2018selling tactics\u2019). \u00a0As always, the more real, truthful, genuine, and authentic you are, the more success you will have with your patients.<\/p>\n

In addition to this, the entire objective is to NOT make it about the money and to use that to your advantage by not letting the patient make it about the money either. \u00a0You are doing what is in the patients\u2019 best interests instead of focusing on the financial side.<\/p>\n

Of course, you (or someone) will ultimately have to deal with the money part of dentistry but this is at the end not the beginning. \u00a0It is just a matter of fact, based on the value of the diagnosis and the pathway to health, what is the patient\u2019s obligation.<\/p>\n

Now, the real problem with this whole \u201cselling\u201d thing is not the selling itself; it is WHAT we are selling.<\/p>\n

If you listen to most conversations inside of a practice, they are \u2018selling dentistry.\u2019 \u00a0Yet, no patient wants to buy or pay for a dental procedure. \u00a0Naturally, they think it\u2019s all too expensive. \u00a0This is only because they do not have enough value established in their minds yet to think otherwise.<\/p>\n

Therefore the entire point of \u2018selling\u2019 is (some of my favorite words)\u2026 motivating, educating, influencing, compelling them to take action and want something better for themselves.<\/p>\n

You are selling them on what (outcome and benefits) they deserve.<\/p>\n

To make it general we say \u201ctheir health;\u201d none the less you can be more specific based on your practice philosophy.<\/p>\n

Next week, I\u2019m going to take you into something that is very advanced and will apply to every single team member and doctor differently. \u00a0I\u2019m going to promise you that you will be more comfortable about \u201cselling\u201d than ever before. \u00a0You will actually get excited about the premise once you understand this concept.<\/p>\n

Do not be afraid to be a leader and show a patient what is possible. \u00a0All that you are selling them on is what they deserve.<\/p>\n

You can\u2019t be BASHFUL about your responsibility with your patients. \u00a0You know what\u2019s best \u2013 that\u2019s why they are coming in to see you \u2013 for your guidance and advice. \u00a0They are looking for solutions.<\/p>\n

You should be proud of the fact that patients pay you for what you do. \u00a0It\u2019s no secret that money exchanges hands for value and service. \u00a0So, own it and be proud of yourself, your practice, your doctor and what you do.<\/p>\n

Today, I want you to start a general discussion around what exactly you are \u201cselling\u201d (remember: motivating, influencing, educating, compelling) to your patients. \u00a0How do you describe and explain this to your patients? \u00a0What do you believe your patients deserve?<\/p>\n

We\u2019ll pick up here next week.<\/p>\n\"\"<\/a>\n","protected":false},"excerpt":{"rendered":"

So often in dentistry both doctors and team members alike get a bad taste in their mouths and feel resistant to the idea of \u201cselling.\u201d \u00a0This reaction is primarily driven by two issues. \u00a0First, the fact that it implies you are having to convince someone to do something they otherwise wouldn\u2019t do. \u00a0Second, because it… 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-1442","post","type-post","status-publish","format-standard","hentry","category-huddle"],"yoast_head":"\nThe Real Problem With "Selling"<\/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\/the-real-problem-with-selling\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"The Real Problem With "Selling"\" \/>\n<meta property=\"og:description\" content=\"So often in dentistry both doctors and team members alike get a bad taste in their mouths and feel resistant to the idea of \u201cselling.\u201d \u00a0This reaction is primarily driven by two issues. \u00a0First, the fact that it implies you are having to convince someone to do something they otherwise wouldn\u2019t do. \u00a0Second, because it... Read more »\" \/>\n<meta property=\"og:url\" content=\"https:\/\/dentalsuccesstoday.com\/blog\/the-real-problem-with-selling\/\" \/>\n<meta property=\"og:site_name\" content=\"Dental Success Today\" \/>\n<meta property=\"article:published_time\" content=\"2019-08-05T17:41:39+00:00\" \/>\n<meta property=\"og:image\" content=\"http:\/\/dentalsuccesstoday.com\/blog\/wp-content\/uploads\/2014\/11\/f2fd8f06571fe09827ace5fcb31ec1d2.png\" \/>\n<meta name=\"author\" content=\"Scott J Manning, MBA\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Scott J Manning, MBA\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"3 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\\\/\\\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\\\/\\\/dentalsuccesstoday.com\\\/blog\\\/the-real-problem-with-selling\\\/#article\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/dentalsuccesstoday.com\\\/blog\\\/the-real-problem-with-selling\\\/\"},\"author\":{\"name\":\"Scott J Manning, MBA\",\"@id\":\"https:\\\/\\\/dentalsuccesstoday.com\\\/blog\\\/#\\\/schema\\\/person\\\/aa2bdb2535430c1d4a7d74c0170c40c8\"},\"headline\":\"The Real Problem With “Selling”\",\"datePublished\":\"2019-08-05T17:41:39+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\\\/\\\/dentalsuccesstoday.com\\\/blog\\\/the-real-problem-with-selling\\\/\"},\"wordCount\":582,\"commentCount\":0,\"publisher\":{\"@id\":\"https:\\\/\\\/dentalsuccesstoday.com\\\/blog\\\/#organization\"},\"image\":{\"@id\":\"https:\\\/\\\/dentalsuccesstoday.com\\\/blog\\\/the-real-problem-with-selling\\\/#primaryimage\"},\"thumbnailUrl\":\"http:\\\/\\\/dentalsuccesstoday.com\\\/blog\\\/wp-content\\\/uploads\\\/2014\\\/11\\\/f2fd8f06571fe09827ace5fcb31ec1d2.png\",\"articleSection\":[\"Huddle\"],\"inLanguage\":\"en-US\"},{\"@type\":\"WebPage\",\"@id\":\"https:\\\/\\\/dentalsuccesstoday.com\\\/blog\\\/the-real-problem-with-selling\\\/\",\"url\":\"https:\\\/\\\/dentalsuccesstoday.com\\\/blog\\\/the-real-problem-with-selling\\\/\",\"name\":\"The Real Problem With \\\"Selling\\\"\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/dentalsuccesstoday.com\\\/blog\\\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\\\/\\\/dentalsuccesstoday.com\\\/blog\\\/the-real-problem-with-selling\\\/#primaryimage\"},\"image\":{\"@id\":\"https:\\\/\\\/dentalsuccesstoday.com\\\/blog\\\/the-real-problem-with-selling\\\/#primaryimage\"},\"thumbnailUrl\":\"http:\\\/\\\/dentalsuccesstoday.com\\\/blog\\\/wp-content\\\/uploads\\\/2014\\\/11\\\/f2fd8f06571fe09827ace5fcb31ec1d2.png\",\"datePublished\":\"2019-08-05T17:41:39+00:00\",\"breadcrumb\":{\"@id\":\"https:\\\/\\\/dentalsuccesstoday.com\\\/blog\\\/the-real-problem-with-selling\\\/#breadcrumb\"},\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\\\/\\\/dentalsuccesstoday.com\\\/blog\\\/the-real-problem-with-selling\\\/\"]}]},{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\\\/\\\/dentalsuccesstoday.com\\\/blog\\\/the-real-problem-with-selling\\\/#primaryimage\",\"url\":\"http:\\\/\\\/dentalsuccesstoday.com\\\/blog\\\/wp-content\\\/uploads\\\/2014\\\/11\\\/f2fd8f06571fe09827ace5fcb31ec1d2.png\",\"contentUrl\":\"http:\\\/\\\/dentalsuccesstoday.com\\\/blog\\\/wp-content\\\/uploads\\\/2014\\\/11\\\/f2fd8f06571fe09827ace5fcb31ec1d2.png\"},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\\\/\\\/dentalsuccesstoday.com\\\/blog\\\/the-real-problem-with-selling\\\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"https:\\\/\\\/dentalsuccesstoday.com\\\/blog\\\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"The Real Problem With “Selling”\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\\\/\\\/dentalsuccesstoday.com\\\/blog\\\/#website\",\"url\":\"https:\\\/\\\/dentalsuccesstoday.com\\\/blog\\\/\",\"name\":\"Dental Success Today\",\"description\":\"with Scott J. Manning, MBA\",\"publisher\":{\"@id\":\"https:\\\/\\\/dentalsuccesstoday.com\\\/blog\\\/#organization\"},\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\\\/\\\/dentalsuccesstoday.com\\\/blog\\\/?s={search_term_string}\"},\"query-input\":{\"@type\":\"PropertyValueSpecification\",\"valueRequired\":true,\"valueName\":\"search_term_string\"}}],\"inLanguage\":\"en-US\"},{\"@type\":\"Organization\",\"@id\":\"https:\\\/\\\/dentalsuccesstoday.com\\\/blog\\\/#organization\",\"name\":\"Dental Success Today\",\"url\":\"https:\\\/\\\/dentalsuccesstoday.com\\\/blog\\\/\",\"logo\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\\\/\\\/dentalsuccesstoday.com\\\/blog\\\/#\\\/schema\\\/logo\\\/image\\\/\",\"url\":\"https:\\\/\\\/dentalsuccesstoday.com\\\/blog\\\/wp-content\\\/uploads\\\/2024\\\/06\\\/Dental-Success-Today-Logo-Web-Blue.png\",\"contentUrl\":\"https:\\\/\\\/dentalsuccesstoday.com\\\/blog\\\/wp-content\\\/uploads\\\/2024\\\/06\\\/Dental-Success-Today-Logo-Web-Blue.png\",\"width\":700,\"height\":85,\"caption\":\"Dental Success Today\"},\"image\":{\"@id\":\"https:\\\/\\\/dentalsuccesstoday.com\\\/blog\\\/#\\\/schema\\\/logo\\\/image\\\/\"}},{\"@type\":\"Person\",\"@id\":\"https:\\\/\\\/dentalsuccesstoday.com\\\/blog\\\/#\\\/schema\\\/person\\\/aa2bdb2535430c1d4a7d74c0170c40c8\",\"name\":\"Scott J Manning, MBA\",\"image\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\\\/\\\/secure.gravatar.com\\\/avatar\\\/ebdee018835d0e169a141a373e6f7ffa616740cfb177fe6fd23dfbd6d5cc2984?s=96&d=mm&r=g\",\"url\":\"https:\\\/\\\/secure.gravatar.com\\\/avatar\\\/ebdee018835d0e169a141a373e6f7ffa616740cfb177fe6fd23dfbd6d5cc2984?s=96&d=mm&r=g\",\"contentUrl\":\"https:\\\/\\\/secure.gravatar.com\\\/avatar\\\/ebdee018835d0e169a141a373e6f7ffa616740cfb177fe6fd23dfbd6d5cc2984?s=96&d=mm&r=g\",\"caption\":\"Scott J Manning, MBA\"},\"url\":\"https:\\\/\\\/dentalsuccesstoday.com\\\/blog\\\/author\\\/2720208394804497\\\/\"}]}<\/script>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"The Real Problem With \"Selling\"","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/dentalsuccesstoday.com\/blog\/the-real-problem-with-selling\/","og_locale":"en_US","og_type":"article","og_title":"The Real Problem With \"Selling\"","og_description":"So often in dentistry both doctors and team members alike get a bad taste in their mouths and feel resistant to the idea of \u201cselling.\u201d \u00a0This reaction is primarily driven by two issues. \u00a0First, the fact that it implies you are having to convince someone to do something they otherwise wouldn\u2019t do. \u00a0Second, because it... Read more »","og_url":"https:\/\/dentalsuccesstoday.com\/blog\/the-real-problem-with-selling\/","og_site_name":"Dental Success Today","article_published_time":"2019-08-05T17:41:39+00:00","og_image":[{"url":"http:\/\/dentalsuccesstoday.com\/blog\/wp-content\/uploads\/2014\/11\/f2fd8f06571fe09827ace5fcb31ec1d2.png","type":"","width":"","height":""}],"author":"Scott J Manning, MBA","twitter_card":"summary_large_image","twitter_misc":{"Written by":"Scott J Manning, MBA","Est. reading time":"3 minutes"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"Article","@id":"https:\/\/dentalsuccesstoday.com\/blog\/the-real-problem-with-selling\/#article","isPartOf":{"@id":"https:\/\/dentalsuccesstoday.com\/blog\/the-real-problem-with-selling\/"},"author":{"name":"Scott J Manning, MBA","@id":"https:\/\/dentalsuccesstoday.com\/blog\/#\/schema\/person\/aa2bdb2535430c1d4a7d74c0170c40c8"},"headline":"The Real Problem With “Selling”","datePublished":"2019-08-05T17:41:39+00:00","mainEntityOfPage":{"@id":"https:\/\/dentalsuccesstoday.com\/blog\/the-real-problem-with-selling\/"},"wordCount":582,"commentCount":0,"publisher":{"@id":"https:\/\/dentalsuccesstoday.com\/blog\/#organization"},"image":{"@id":"https:\/\/dentalsuccesstoday.com\/blog\/the-real-problem-with-selling\/#primaryimage"},"thumbnailUrl":"http:\/\/dentalsuccesstoday.com\/blog\/wp-content\/uploads\/2014\/11\/f2fd8f06571fe09827ace5fcb31ec1d2.png","articleSection":["Huddle"],"inLanguage":"en-US"},{"@type":"WebPage","@id":"https:\/\/dentalsuccesstoday.com\/blog\/the-real-problem-with-selling\/","url":"https:\/\/dentalsuccesstoday.com\/blog\/the-real-problem-with-selling\/","name":"The Real Problem With \"Selling\"","isPartOf":{"@id":"https:\/\/dentalsuccesstoday.com\/blog\/#website"},"primaryImageOfPage":{"@id":"https:\/\/dentalsuccesstoday.com\/blog\/the-real-problem-with-selling\/#primaryimage"},"image":{"@id":"https:\/\/dentalsuccesstoday.com\/blog\/the-real-problem-with-selling\/#primaryimage"},"thumbnailUrl":"http:\/\/dentalsuccesstoday.com\/blog\/wp-content\/uploads\/2014\/11\/f2fd8f06571fe09827ace5fcb31ec1d2.png","datePublished":"2019-08-05T17:41:39+00:00","breadcrumb":{"@id":"https:\/\/dentalsuccesstoday.com\/blog\/the-real-problem-with-selling\/#breadcrumb"},"inLanguage":"en-US","potentialAction":[{"@type":"ReadAction","target":["https:\/\/dentalsuccesstoday.com\/blog\/the-real-problem-with-selling\/"]}]},{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/dentalsuccesstoday.com\/blog\/the-real-problem-with-selling\/#primaryimage","url":"http:\/\/dentalsuccesstoday.com\/blog\/wp-content\/uploads\/2014\/11\/f2fd8f06571fe09827ace5fcb31ec1d2.png","contentUrl":"http:\/\/dentalsuccesstoday.com\/blog\/wp-content\/uploads\/2014\/11\/f2fd8f06571fe09827ace5fcb31ec1d2.png"},{"@type":"BreadcrumbList","@id":"https:\/\/dentalsuccesstoday.com\/blog\/the-real-problem-with-selling\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Home","item":"https:\/\/dentalsuccesstoday.com\/blog\/"},{"@type":"ListItem","position":2,"name":"The Real Problem With “Selling”"}]},{"@type":"WebSite","@id":"https:\/\/dentalsuccesstoday.com\/blog\/#website","url":"https:\/\/dentalsuccesstoday.com\/blog\/","name":"Dental Success Today","description":"with Scott J. Manning, MBA","publisher":{"@id":"https:\/\/dentalsuccesstoday.com\/blog\/#organization"},"potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/dentalsuccesstoday.com\/blog\/?s={search_term_string}"},"query-input":{"@type":"PropertyValueSpecification","valueRequired":true,"valueName":"search_term_string"}}],"inLanguage":"en-US"},{"@type":"Organization","@id":"https:\/\/dentalsuccesstoday.com\/blog\/#organization","name":"Dental Success Today","url":"https:\/\/dentalsuccesstoday.com\/blog\/","logo":{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/dentalsuccesstoday.com\/blog\/#\/schema\/logo\/image\/","url":"https:\/\/dentalsuccesstoday.com\/blog\/wp-content\/uploads\/2024\/06\/Dental-Success-Today-Logo-Web-Blue.png","contentUrl":"https:\/\/dentalsuccesstoday.com\/blog\/wp-content\/uploads\/2024\/06\/Dental-Success-Today-Logo-Web-Blue.png","width":700,"height":85,"caption":"Dental Success Today"},"image":{"@id":"https:\/\/dentalsuccesstoday.com\/blog\/#\/schema\/logo\/image\/"}},{"@type":"Person","@id":"https:\/\/dentalsuccesstoday.com\/blog\/#\/schema\/person\/aa2bdb2535430c1d4a7d74c0170c40c8","name":"Scott J Manning, MBA","image":{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/secure.gravatar.com\/avatar\/ebdee018835d0e169a141a373e6f7ffa616740cfb177fe6fd23dfbd6d5cc2984?s=96&d=mm&r=g","url":"https:\/\/secure.gravatar.com\/avatar\/ebdee018835d0e169a141a373e6f7ffa616740cfb177fe6fd23dfbd6d5cc2984?s=96&d=mm&r=g","contentUrl":"https:\/\/secure.gravatar.com\/avatar\/ebdee018835d0e169a141a373e6f7ffa616740cfb177fe6fd23dfbd6d5cc2984?s=96&d=mm&r=g","caption":"Scott J Manning, MBA"},"url":"https:\/\/dentalsuccesstoday.com\/blog\/author\/2720208394804497\/"}]}},"_links":{"self":[{"href":"https:\/\/dentalsuccesstoday.com\/blog\/wp-json\/wp\/v2\/posts\/1442","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/dentalsuccesstoday.com\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/dentalsuccesstoday.com\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/dentalsuccesstoday.com\/blog\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/dentalsuccesstoday.com\/blog\/wp-json\/wp\/v2\/comments?post=1442"}],"version-history":[{"count":1,"href":"https:\/\/dentalsuccesstoday.com\/blog\/wp-json\/wp\/v2\/posts\/1442\/revisions"}],"predecessor-version":[{"id":1443,"href":"https:\/\/dentalsuccesstoday.com\/blog\/wp-json\/wp\/v2\/posts\/1442\/revisions\/1443"}],"wp:attachment":[{"href":"https:\/\/dentalsuccesstoday.com\/blog\/wp-json\/wp\/v2\/media?parent=1442"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/dentalsuccesstoday.com\/blog\/wp-json\/wp\/v2\/categories?post=1442"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/dentalsuccesstoday.com\/blog\/wp-json\/wp\/v2\/tags?post=1442"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}