{"id":1463,"date":"2019-09-09T17:06:47","date_gmt":"2019-09-09T17:06:47","guid":{"rendered":"http:\/\/dentalsuccesstoday.com\/blog\/?p=1463"},"modified":"2019-09-09T17:06:47","modified_gmt":"2019-09-09T17:06:47","slug":"avoid-this-critical-mistake-with-patient-conversations-part-3","status":"publish","type":"post","link":"https:\/\/dentalsuccesstoday.com\/blog\/avoid-this-critical-mistake-with-patient-conversations-part-3\/","title":{"rendered":"Avoid This Critical Mistake With Patient Conversations Part 3"},"content":{"rendered":"

We are picking up right where we left off. \u00a0We have talked about what you ARE NOT \u201cselling\u201d and what you ARE \u201cselling\u201d by encouraging, motivating, and influencing your patients.<\/p>\n

We also talked about where you get in your own way by either talking too much or too little, not keeping the patients\u2019 engagement, you yourself not being fully focused, or ultimately lacking the necessary confidence about what you are advising the patient to do.<\/p>\n

Yes, this boils down to the words you say, like most everything does, but it is also about non-verbal communication as well (the way you say things, the way you stand, holding eye contact, etc.).<\/p>\n

I want you to be natural. \u00a0I always say I don\u2019t want to script you, make you robotic, or take away your personality. \u00a0That said, I also don\u2019t want you to be willy-nilly and just rush through the motions as though it\u2019s no big deal. \u00a0It takes conscious effort.<\/p>\n

Since you are here reading this, I trust you are serious about what you do, value your role in the practice, and really want to do a great job in order to make a difference. \u00a0That means you are a contributor to your practice success and to your patients\u2019 overall health and well-being. \u00a0Therefore, you want to do the things that get results.<\/p>\n

So, we\u2019ve been talking about \u201cmistakes\u201d and at the same time balancing those with the proper alternatives. \u00a0Today, I will give you one more improvement that is simply a way to bring last week\u2019s \u201cbe more confident\u201d approach to life.<\/p>\n

One of our absolutely best practices and Doctor (in terms of overall performance as well as culture), attended our most recent Advanced Training which is all about this very thing. \u00a0They came up with a great phrase that I hadn\u2019t thought of. \u00a0These are the words we want to eliminate completely from our vocabulary\u2026<\/p>\n

\u201cWaffle Words\u201d<\/p>\n

It\u2019s brilliant and I give them all of the credit.<\/p>\n

If you say certain words it appears as though you are unsure, you are waffling. \u00a0Consequently, the patient feels that it is merely a suggestion or an option. \u00a0It is not definitive in nature and they will most likely decline treatment or, at the very least, push back because of your timidity.<\/p>\n

And what\u2019s worse is more often than not behind those WAFFLE WORDS you will find your own self-sabotage whether under diagnosing or under presenting or un-selling what you have just talked about.<\/p>\n

Obvious \u201cwaffle words\u201d are\u2026<\/p>\n

\u201cyou could\u2026\u201d<\/p>\n

\u201cmight be\u2026\u201d<\/p>\n

\u201cperhaps\u2026\u201d<\/p>\n

\u201can option would be\u2026\u201d<\/p>\n

And the list goes on. \u00a0Honestly, their list was far better than mine. \u00a0Now, I want you to come up with your own list.<\/p>\n

Let\u2019s come up with the list of the words that you are going to eliminate from your practice. \u00a0Certainly, sometimes these words are good in a particular context (through an explanation of treatment or a discussion), but never as a final statement or recommendation of treatment.<\/p>\n

You want to call each other out on these words and work hard to get rid of them because they destroy your case acceptance, erode credibility, and minimize authority with your patients.<\/p>\n

At this specific training I gave a list of the opposite of \u201cwaffle words\u201d that are persuasive, affirmative, encouraging, and influential words.<\/p>\n

I\u2019ll save those for another time (or better yet, you should earn the right to come to the training).<\/p>\n

I will give you some ideas to add to your list of words not to say. \u00a0There should never be such a thing as a \u201clittle filling\u201d or \u201cit\u2019s really not that bad\u201d or anything that makes the treatment seem unimportant.<\/p>\n

It doesn\u2019t have to be life and death and you don\u2019t need to be dramatic BUT if you really care about your patients\u2019 health and you know what\u2019s best for them then it is absolutely essential to be persuasive and influential by utilizing your communication skills and verbiage.<\/p>\n

Remember, WORDS MATTER. \u00a0What you say can help or hurt every decision a patient makes. \u00a0They impact the value patients perceive and their belief of the importance of treatment on their pathway to health.<\/p>\n

So, time to get to work and make your list.<\/p>\n\"\"<\/a>\n","protected":false},"excerpt":{"rendered":"

We are picking up right where we left off. \u00a0We have talked about what you ARE NOT \u201cselling\u201d and what you ARE \u201cselling\u201d by encouraging, motivating, and influencing your patients. We also talked about where you get in your own way by either talking too much or too little, not keeping the patients\u2019 engagement, you… 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-1463","post","type-post","status-publish","format-standard","hentry","category-huddle"],"yoast_head":"\nAvoid This Critical Mistake With Patient Conversations Part 3<\/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\/avoid-this-critical-mistake-with-patient-conversations-part-3\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Avoid This Critical Mistake With Patient Conversations Part 3\" \/>\n<meta property=\"og:description\" content=\"We are picking up right where we left off. \u00a0We have talked about what you ARE NOT \u201cselling\u201d and what you ARE \u201cselling\u201d by encouraging, motivating, and influencing your patients. 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