Overcoming objections (part 2)

A little while ago I wrote how I don’t like overcoming patient objections. If you want to read that article and find out why I don’t like overcoming objections click here.

What is the alternative to overcoming objections?

My answer is to treat patients as responsible adults who have the right to make decisions for themselves, even it we might think that they are wrong.

Our job as dentists is to present the treatment options plainly and fairly then let the patient decide.

“Melissa, you have two choices…”

What I have found from long experience is that the more fair and honest you are — the less you try to manipulate the patient — the more likely the patient is to choose ideal treatment.

And, conversely, the more you try to push and steer the patient in a direction, the more resistance and objections you get.

It’s paradoxical.

If your attitude is to let patients decide for themselves they come towards you asking for information. If your attitude is to manipulate they back away.

Just this morning I read an article about a former high-flying surgeon in the newspaper. According to the reports this surgeon used high-pressure tactics in getting his patients to say “yes” to surgery.

The surgeon’s career has unravelled spectacularly with patients reportedly angry about how they were manipulated.

Bottom line is this.

Give patient honest information in a fair and unbiased manner and let them decide.

You will be amazed at how well that works and how stress-free that makes your life.