In fact, the vast majority of them have personalities that naturally shy away from the conflict inherent in sales situations. Yet, every day they are called upon to perform a sales function that plays a critical role in the health of their dental practice. Teach your treatment counselors some basic sales skills. Just a few basic techniques that will help your treatment counselor handle the conflict inherent in sales situations and communicate more effectively so your patients can make the right decision the majority of the time. Overcoming Objections One of the simplest and most effective kinds of training involves teaching treatment counselors to recognize common objections and respond with scripted answers.
Most people feel embarrassed when talking about money.
So when a patient complains about the cost, an untrained treatment counselor will back away from the subject and let the patient escape. With a little training, however, the treatment counselor can overcome the objection in a non-aggressive manner and greatly improve the odds of closing the sale. I realize that sounds like a lot of money, but we'll be happy to break down the fee into installment payments that are easy to swallow. You're right, the treatment isn't cheap. However, you'll find that our prices are competitive with other dentists, and Dr. Jones offers a very good treatment for your dental needs.