As dental practitioners, we need to accept that objections are all but guaranteed when it comes to case acceptance. We simply need to have the skills and a process for handling those objections in order for treatment to be accepted.
In this episode, Dr. Jesse describes the 5 typical objections we hear and then reveals 4 specific techniques to handle any objection. He explains why objections are often questions, an opportunity for us to delve deeper and truly help.
If you enjoyed this episode, be sure to register for our Advanced Treatment Coordination for Dental Practices workshop on the 26 August. It’s held online via Zoom, designed to train both practice owners and Treatment Coordinators in tandem for more patients, more profits, and less stress.
In this episode we discuss:
- [4:21] – There is a group of people that just need a lot of answers before they can make a decision.
- [5:28] – Objections come in 5 categories – Dr. Jesse breaks them down.
- [7:48] – Using the 4 types of objection handling techniques.
- [13:33] – How to deal with the “I can’t afford it” objection.