Getting Patients to Say “Yes,” Part 2: Handling Patient Objections Effectively

When a patient fails to commit to recommended treatment, do you and other dental clinic colleagues just think, “well, that’s that!”? If so, you’re missing out on a golden opportunity to increase production and revenue, while also enhancing your patients’ oral health. This course will train you to overcome patient objections in supportive, non-confrontational ways. Clients have seen dramatic results from these proven strategies.

Benefits to your organization:

• Overcome patient objections to treatment in ways that preserve relationships
• Increase rates of conversion to treatment acceptance
• Enhance the oral health of your patients by removing obstacles to getting the treatment they need
• Boost dental office revenue

Who should enroll in this course:

• Treatment coordinators
• Any dental staff who are involved in treatment coordination
• Dental hygienists

Benefits to course participants:

• Develop strategies that help you to increase treatment acceptance by patients
• Become more comfortable addressing patient objections to treatment
• Acquire indispensable skills that help increase dental office revenue

By the end of this course, you should be able to:

• Identify the most common patient objections to treatment
• Describe conversational approaches for surfacing and addressing patient concerns and objections
  • Describe strategies for assessing and reducing patient anxiety about treatments
  • Use optimal language to handle disagreements/correct patient perceptions
  • Address objections about cost effectively
  • Use language that assumes commitment
  • Pose positive action questions
• Use objection blocking and conditional question techniques
• Close conversations in ways that cement your relationship with the patient