"Selling" dentistry

Written By Dr Mark Hassed

Dr Mark HassedIn dentistry any form of pushiness or sales pressure from the dentist is counter-productive.The more you try to steer the patient into accepting a particular treatment the worse it gets. The job of the dentist is to lay out the patient's treatment options in a fair, honest, unbiased fashion and then let the patient decide.So, don't ask smart-sounding questions designed to steer the conversation. And, don't try to make the cost sound like an investment. All you will do is set off the patient's in-built crap detector.Once a patient realises that you are pushing for them to proceed with a treatment option you lose trust and credibility.So, my bottom line advice is to stop pushing. The less you push, the more patients will accept what you say and make choices in their own best interests.

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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