Session Overview:

This course is designed to empower dental office managers and their teams with the essential verbal skills to effectively influence patients to accept dental treatments during case presentations. By understanding and leveraging emotional intelligence, participants will learn how to connect with patients on a deeper level, address their concerns empathetically, and motivate them to prioritize their dental health. Throughout the presentation, we will focus on seven common problems faced during case presentations and provide practical solutions to overcome them. This presentation will provide actionable insights and techniques to enhance patient communication, increase treatment acceptance rates, and ultimately improve patient outcomes and practice revenue.

Key Takeaways

Building Trust and Rapport:

1. Techniques for establishing a strong initial connection with patients.
2. Using empathetic listening to understand patient concerns and fears.
3. Creating a supportive and reassuring environment to foster trust.

Communicating Value and Benefits:

1. Presenting treatment options in a way that highlights their personal and health benefits.
2. Tailoring explanations to match the patient's values and priorities.
3. Using storytelling to illustrate the positive outcomes of accepting treatment.

Handling Objections with Emotional Intelligence:

1. Identifying common patient objections and addressing them empathetically.
2. Techniques for reframing negative perceptions and overcoming resistance.
3. Utilizing active listening and reflective responses to validate patient concerns.

Closing with Confidence and Care:

1. Strategies for confidently presenting financial options and handling insurance questions.
2. Encouraging commitment through positive reinforcement and clear next steps.
3. Following up with patients to reinforce the importance of treatment and maintain engagement.

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