Advanced Case Acceptance: The Scale of Selling
Understanding the sales process and the phases anyone goes through when buying a product or service.
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.
Your Instructor
An MGE client prior to becoming a partner in 1994, Greg has spent the last 23 years teaching doctors how to create exponential growth and take control of their practices. A model of what can be accomplished by an MGE client, Greg more than doubled his collections, 7Xed his new patients and reduced his workweek to 22.5 hours per week — all within 12 months of starting the MGE Program!
As a nationally recognized practice management speaker, Dr. Winteregg is entertaining, yet hard hitting and informative. His specific knowledge and personal application of the principles he teaches makes the information very real and immediately applicable to every person, whether they are a doctor or an office team member. He has personally lectured to or consulted several thousand dentists on every aspect of practice management and expansion and has been a featured speaker at a number of dental meetings. He has also been published in several national magazines specific to the dental industry.
Course Curriculum
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StartWhat is the "Scale of Selling"? (4:29)
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StartIdentifying Where the Patient Is On the Scale - Pt 1 (7:13)
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StartIdentifying Where the Patient Is on the Scale - Pt 2 (5:30)
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StartUsing the Scale (12:17)
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StartDemonstrations - Pt 1 (7:59)
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StartDemonstrations - Pt 2 (10:51)
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StartThe Source of Sales Failure (11:42)
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StartSource of Sales Failure Demonstration (5:20)
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StartDoing it Right (7:24)
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StartDoing it Right Demonstration (14:44)