It's not sales. It's common sense. (part 3)

case acceptance
Written By Dr Mark Hassed

Dr Mark HassedAs I mentioned last week and the week before, recently I bought a car from a dealer that was 25 minutes from my home. I could have bought the exact same car from a dealer 10 minutes from home but the salesman there was so annoying that I drove the extra distance.What mistakes did the salesman make and is this relevant to dentistry? The answers are three and yes!Mistake #3 — PressureWhen the inept salesman saw that I was losing interest he responded in exactly the wrong way. He applied pressure and tried to push me into the sale.As I drifted towards the door he asked "When will you be making a decision?" and "What do I have to do to get your business today?"This was completely the wrong thing to do. As the customer I was not in a position to decide because he had failed at informing me of my options. And, I did not like him at this stage because he had been disinterested when I walked in. So, pressure was the nail in the coffin.Do you ever apply pressure to patients to get a decision? If so, please rethink. Pressure is 100% counter-productive in healthcare.I hope that you have enjoyed this series.

Dr Mark Hassed

After 35 years in private practice and more than 20,000 crowns, Mark Hassed now helps dentists do what he spent decades figuring out himself — communicate better, work more efficiently and enjoy the job again. He teaches practical systems that increase case acceptance, reduce stress, and lift productivity across the whole team.

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It's not sales. It's common sense. (part 2)