Master the Process of Case Acceptance

Every patient goes through five specific phases when making a decision to accept treatment. This process may happen quickly or take time, but understanding where a patient is on this scale is the key to successful case acceptance.

Chances are, you’ve had patients right on the edge of saying “yes” to treatment—only to let them walk out without scheduling. This course will teach you how to identify these buying phases, recognize exactly where a patient is, and guide them through the process toward accepting treatment.

Course Objectives

• Understand the Five Phases of a Patient’s Buying Decision
Learn the natural steps every person follows when deciding to accept treatment or make a purchase.

• Identify Where Each Patient Stands in the Decision Process
Develop the ability to recognize patient hesitation and move them forward with confidence.

• Guide Patients Through the Process Effectively
Use proven strategies to help patients overcome doubts and make the best decision for their health.

• Avoid Common Mistakes That Undermine Case Acceptance
Pinpoint the areas where treatment presentations may unintentionally lose patient interest or trust.

1.5 CE Hours

By mastering The Scale of Selling, you’ll dramatically improve your ability to present treatment plans in a way that patients understand, trust, and accept.