Mistakes dentists make (part 2)

case acceptance
Written By Dr Mark Hassed

In my seminar "Master the Art of Case Acceptance" I warn against the 23 case acceptance mistakes that dentists commonly make. Last week this week and next week I will give you three of the major ones. These mistakes waste time and often result in patients deferring or rejecting needed treatment.

Mistake #2 — Teaching Dentistry 101

So often dentists think that the way to get case acceptance is by giving the patient a tutorial on dentistry. Such dentists rattle on about technical details of dental disease and treatment. I've even seen a dentist draw diagrams and explain to a patient how decay spreads at the DEJ. 45 minutes later the patient was bored, frustrated and no closer to a decision than they were at the start.When a patient asks a question like "What's a root filling?" they want a simple, non-technical explanation of why they need a root filling. You can answer that question in 15 seconds. They don't want a long dissertation on where the reamer goes and the internal anatomy of teeth.In my seminar I advise dentists to stop teaching Dentistry 101.

Dr Mark Hassed

Mark Hassed is a dentist with over 35 years experience in private practice, who now focuses on helping dentists build more efficient, profitable practices. He teaches practical systems that increase case acceptance, reduce stress, and lift productivity across the whole team.

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Mistakes dentists make (part 3)
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Mistakes dentists make (part 1)