{"id":955,"date":"2017-09-18T13:56:10","date_gmt":"2017-09-18T13:56:10","guid":{"rendered":"http:\/\/dentalsuccesstoday.com\/blog\/?p=955"},"modified":"2017-09-18T13:56:10","modified_gmt":"2017-09-18T13:56:10","slug":"how-to-sabotage-your-case-acceptance-part-2-of-5","status":"publish","type":"post","link":"https:\/\/dentalsuccesstoday.com\/blog\/how-to-sabotage-your-case-acceptance-part-2-of-5\/","title":{"rendered":"How To Sabotage Your Case Acceptance (Part 2 of 5)"},"content":{"rendered":"

Let\u2019s hit the ground running this week with maybe my favorite thing to work on.\u00a0 This is probably the biggest reason why patient values and percentage of acceptance stays so small on full mouth plans (or worse than that \u2013 you never get to full mouth plans).<\/p>\n

If you stay problem-focused instead of health-focused or smile or whatever you consider your clinical philosophy and desired outcome for your patients \u2013 focused.<\/p>\n

You end up with this next sabotaging issues and it permeates the entire practice.<\/p>\n

Case Acceptance Destroyer and Sabotage Trait #2 of 5\u2026<\/p>\n

The Doctor\u2019s vocabulary and verbiage when closing treatment and delivering diagnosis.\u00a0 And it doesn\u2019t stop at the doctor, although they are usually the ones who put their foot in their mouths often without even knowing it.<\/p>\n

I\u2019m going to keep this simple because Doctors, your team members will be happy to help you and give you a list of all the things you say that destroy the patients\u2019 excitement and commitment to proceed.<\/p>\n

Here are the basics\u2026<\/p>\n

A) Never give permission to delay.\u00a0 Patients do not hear the entire explanation, they only hear \u201cokay to delay.\u201d\u00a0 They don\u2019t hear about what, why or which part; they just hear that\u2019s it not important enough to do right now because you gave them permission to wait.<\/p>\n

Eliminate \u201cwait\u201d, \u201cdelay\u201d, \u201cnot as important\u201d, \u201cnot necessary\u201d, \u201cnot essential\u201d, \u201cdon\u2019t have to\u201d \u2013 and anything else that gives patients permission to not move forward.<\/p>\n

They will try hard to not move forward by themselves THEY DO NOT NEED YOUR HELP on this matter.<\/p>\n

B) Also, you want to avoid talking about things like \u201celective care\u201d or anything that makes patients feel something is optional.\u00a0 We want optimal not optional.\u00a0 Big difference and you need to be definitive about it.<\/p>\n

C) Help the patients think long term.\u00a0 If a tooth needs a crown and the patient ask if a crown is necessary and you say \u201cwell we could just do a composite for now.\u201d\u00a0 This is short term thinking and truly cost more money, time and health in the future.\u00a0 I\u2019ve heard it before, I know someone will do this and then turn to me to complain about how many composites you are still having to do.\u00a0 If you don\u2019t help the patients understand the long term health benefit (or consequence), it\u2019s your fault; no one else\u2019s and certainly not the patients.<\/p>\n

D) Another one\u2026 never apologize for patients problems or for your diagnosis.\u00a0 Most doctors are very bashful about this.\u00a0 Patients can feel that and it comes across as you are either uncertain or insecure.\u00a0 Therefore, they believe the treatment may not in fact be that important or necessary.<\/p>\n

The entire stereotype about \u201cdentists just want to make money from me\u201d exists because doctors are not more confident about talking to patients regarding their true health and related treatment.<\/p>\n

Please discuss all of these and others with your team.<\/p>\n

Never ever forget: it is not about how you think or what you mean or even the way you say things \u2013 your intentions do not matter in patient conversations \u2013 ONLY patients\u2019 perceptions and perspectives of what they think you mean based on what you say matters.<\/p>\n

You must assess every word and every action through the eyes of the patient and then see just how well you are doing to be influential, decisive and compelling.\u00a0 You are and need to be a real leader and authority in the care you provide and suggest.<\/p>\n

Team members, all the same goes for you.<\/p>\n

Like we talked about a couple weeks ago\u2026 if the patient doesn\u2019t feel some sense of urgency and importance of doing this now, saying yes today, moving forward with treatment as soon as possible \u2013 then they won\u2019t.<\/p>\n

And it all comes down to verbiage and how you talk with them.<\/p>\n

Next week we pick up on this and tie it together with the actual treatment planning.\u00a0 In the meantime, get to work on this sabotage trait.<\/p>\n\"\"<\/a>\n","protected":false},"excerpt":{"rendered":"

Let\u2019s hit the ground running this week with maybe my favorite thing to work on.\u00a0 This is probably the biggest reason why patient values and percentage of acceptance stays so small on full mouth plans (or worse than that \u2013 you never get to full mouth plans). If you stay problem-focused instead of health-focused or… 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-955","post","type-post","status-publish","format-standard","hentry","category-huddle"],"yoast_head":"\nHow To Sabotage Your Case Acceptance (Part 2 of 5)<\/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-sabotage-your-case-acceptance-part-2-of-5\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"How To Sabotage Your Case Acceptance (Part 2 of 5)\" \/>\n<meta property=\"og:description\" content=\"Let\u2019s hit the ground running this week with maybe my favorite thing to work on.\u00a0 This is probably the biggest reason why patient values and percentage of acceptance stays so small on full mouth plans (or worse than that \u2013 you never get to full mouth plans). 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