What Every Good Salesperson Knows (DHP281)

If you're a dentist and you are trying to get case acceptance, that means you're a salesperson. You might not love the wording, but the concept is true. If you are explaining the pros and cons of treatment, the benefits of treatment and consequences of no treatment...you're a salesperson! Jeff Palmer of the Case Acceptance Academy explains how to help patients move forward in an ethical and predictable way! We discussed a lot of topics including:

• Where did Jeff come from? How did he learn his case acceptance techniques.
• Why is case acceptance part of marketing?
• How do you measure case acceptance?
• "Marketing can't control what happens after the phone rings"
• In person coaching vs. online training (Jeff can do both)
• The exam isn't the case presentation! (diagnose first, treatment plan second)
•  "You need a..." is the wrong move after diagnosis
•  Show, tell, ask
• After you show the patient then shut up. Don't be the first one to speak.
• Having a staff member ask the questions that the patient is probably thinking
• Where is the best place to present the case? (you need a monitor and privacy)
• Phone skills are KEY!

Some links from the show:

Jeff's website: The Case Acceptance Academy

The Dream podcast

Al's photo: 

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New patient exams are your offices best way to make a great impression! You get to meet the patient, show them the facility, get to know them and what they want from a new dental office. You know what the worst possible situation is? When the patient shows up a touch late and hasn’t filled out any forms. All of the sudden, your team’s schedule is off, your schedule is off and a chance to make a great impression is bogged down by a bunch of nasty paperwork. Our friends at YAPI have this situation solved. New patients of the practice can access your forms directly from your practice website or via email. They can complete and submit their forms from any device. Your team can review submitted forms and quickly import patient information to your practice management software with no manual entry! Check out YAPI’s online forms and all of the other great features YAPI has to offer at dentalhacks.com/YAPI. YAPI. It’s a funny name, but it’s serious software!

Go Hack Yourself

Jason: warrant in debt for collections

Alan: BlueView Varistrip matrix from Garrison Dental Solutions

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