{"id":1446,"date":"2019-08-12T14:59:54","date_gmt":"2019-08-12T14:59:54","guid":{"rendered":"http:\/\/dentalsuccesstoday.com\/blog\/?p=1446"},"modified":"2019-08-12T14:59:54","modified_gmt":"2019-08-12T14:59:54","slug":"what-are-you-really-selling-anyway","status":"publish","type":"post","link":"https:\/\/dentalsuccesstoday.com\/blog\/what-are-you-really-selling-anyway\/","title":{"rendered":"What Are You REALLY Selling Anyway?"},"content":{"rendered":"<p>Last week, we talked about this whole \u201cselling\u201d thing and how most people get it all wrong because they are busy selling \u201cthe thing\u201d instead of the outcome and benefits.<\/p>\n<p>We also talked about the fact that selling is nothing more than encouraging, motivating, influencing and compelling someone to action. \u00a0Even education is selling.<\/p>\n<p>Your goal is to sell someone on the idea that they deserve and will benefit from your treatment and that their value in BOTH perception and reality will be greater than or at least equal to what they are paying in money, time, effort, etc.<\/p>\n<p>The power of what you do is that there is really no price that can be attached to health. \u00a0Is there?! \u00a0Only if you let there be. \u00a0So please don\u2019t.<\/p>\n<p>DETACH money and price from health. \u00a0Do not let your patients compare dollars for delivery because it doesn\u2019t work that way. \u00a0You are never selling a Crown anyways.<\/p>\n<p>If you are to be very technical about this, you are actually exchanging the patients\u2019 money for an appointment in your schedule (therefore taking up space that no one else now can occupy); you are investing your team\u2019s time; actual supplies and materials; and most of all your doctor\u2019s brain, knowledge, skill, and experience in addition to time. \u00a0You are \u201cselling\u201d your ability to help them.<\/p>\n<p>If you let your patients commoditize all of those things down to dollars, then shame on you.<\/p>\n<p>Besides, if it was truly just about money for time and materials \u2013 then why does someone who requires more time for a lesser procedure pay less than someone who takes less time doing a lot more valuable procedure. \u00a0Strange isn\u2019t it.<\/p>\n<p>It\u2019s because it is not about time or \u201cwhat they are getting\u201d that is the real value. \u00a0It is what the patient will experience, the benefits, the outcomes, and the overall long term health improvements.<\/p>\n<p>Can you put a price on being able to eat? \u00a0On being out of pain? \u00a0On being able to sleep? \u00a0On saving bone? \u00a0On removing disease? \u00a0On a beautiful smile that yields confidence? \u00a0On avoiding other problems from happening in the future?<\/p>\n<p>It is so critical that you strengthen your value perception and belief in what you do in order to do a better job representing and building value in the minds of your patients.<\/p>\n<p>In one of my recent newsletters that I\u2019ve been writing for more than a decade about general business, money, and success, I gave the greatest secret of them all to move someone off of money and into a different mindset about their decisions.<\/p>\n<p>It happened to talk about the single greatest reason why my Doctors are attracted to me in the beginning. \u00a0That\u2019s very simply and bluntly: hope and desire for a better way, a smarter way, a way that doesn\u2019t require more hours or more effort, and often not even more patients to elevate their practice profits working less on what I call their own Lifestyle Practice.<\/p>\n<p>And that is exactly what my newest book is about. \u00a0As a subscriber to my Monday Morning Huddle Series I\u2019m providing you a complimentary copy of my new book\u2026<\/p>\n<p><a href=\"https:\/\/experiencedentalsuccesstoday.com\/\">Grab Your <strong>Free<\/strong> Copy of \u2018<em><strong>How Any Doctor Can Experience Dental Success Today<\/strong><\/em>\u2019 &gt;&gt;&gt; <\/a><\/p>\n<p>Inside, I promise you will find everything you need to work on your own value perception. \u00a0By the end of it you will feel more confident than ever before that you can break free from the time-money link in Dentistry.<\/p>\n<p><a href=\"https:\/\/experiencedentalsuccesstoday.com\/\">Grab Your\u00a0<strong>Free<\/strong>\u00a0Copy of \u2018<em><strong>How Any Doctor Can Experience Dental Success Today<\/strong><\/em>\u2019 &gt;&gt;&gt;<\/a><\/p>\n<p>This is the secret by the way\u2026 the real power is to understand your own value and what you are actually \u201cselling\u201d in order to properly education, influence, motivate, and encourage your patients to do what is in their best interests. \u00a0Done right, it won\u2019t come across as selling at all.<\/p>\n<p>This is a real discussion about where you put your focus and taking a tough assessment on how you build value in the minds of your patients first.<\/p>\n<p>Next week, we\u2019ll talk about each team member\u2019s role in the value build progression and how every step in your patient experience builds on the last and sets up the next.<\/p>\n<p>Just be committed to helping your patients and let your passion, energy, and belief do the rest.<\/p>\n<p>Don\u2019t forget to grab your copy of my newest book. \u00a0You will discover incredible stories of Doctors just like you who have broken free from the things that were holding them back.<\/p>\n<p><a href=\"https:\/\/experiencedentalsuccesstoday.com\/\"><strong>Receive your free copy of my new book where I reveal the strategies millionaire doctors have used to transform their practices and dramatically increase practice profits\u2026\u00a0<\/strong><\/a><\/p>\n<a href=\"https:\/\/dentalsuccesstoday.com\/blog\/wp-content\/uploads\/2014\/11\/f2fd8f06571fe09827ace5fcb31ec1d2.png\"><img fetchpriority=\"high\" decoding=\"async\" class=\"alignnone size-full wp-image-80\" src=\"https:\/\/dentalsuccesstoday.com\/blog\/wp-content\/uploads\/2014\/11\/f2fd8f06571fe09827ace5fcb31ec1d2.png\" alt=\"\" width=\"576\" height=\"210\" srcset=\"https:\/\/dentalsuccesstoday.com\/blog\/wp-content\/uploads\/2014\/11\/f2fd8f06571fe09827ace5fcb31ec1d2.png 576w, https:\/\/dentalsuccesstoday.com\/blog\/wp-content\/uploads\/2014\/11\/f2fd8f06571fe09827ace5fcb31ec1d2-300x109.png 300w\" sizes=\"(max-width: 576px) 100vw, 576px\" \/><\/a>\n","protected":false},"excerpt":{"rendered":"<p>Last week, we talked about this whole \u201cselling\u201d thing and how most people get it all wrong because they are busy selling \u201cthe thing\u201d instead of the outcome and benefits. We also talked about the fact that selling is nothing more than encouraging, motivating, influencing and compelling someone to action. \u00a0Even education is selling. Your&#8230;  <a href=\"https:\/\/dentalsuccesstoday.com\/blog\/what-are-you-really-selling-anyway\/\" title=\"Read What Are You REALLY Selling Anyway?\">Read more &raquo;<\/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-1446","post","type-post","status-publish","format-standard","hentry","category-huddle"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.7 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>What Are You REALLY Selling Anyway?<\/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\/what-are-you-really-selling-anyway\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"What Are You REALLY Selling Anyway?\" \/>\n<meta property=\"og:description\" content=\"Last week, we talked about this whole \u201cselling\u201d thing and how most people get it all wrong because they are busy selling \u201cthe thing\u201d instead of the outcome and benefits. We also talked about the fact that selling is nothing more than encouraging, motivating, influencing and compelling someone to action. \u00a0Even education is selling. Your... 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