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Dental Conversion Dynamics

Dental Conversion Dynamics

DESCRIPTION

This comprehensive course equips dentists and dental team members with the skills and strategies necessary to excel in patient communication and succeed at treatment acceptance. Throughout the course, emphasis is placed on understanding the balance between empathy and confidence, and how active listening skills help build trust and rapport with patients. You will be guided through frameworks for effective negotiation and overcoming common objections with finesse and professionalism. On completion, you will have acquired practical tools to simplify business communication and gained a profound understanding of the psychology behind patient decision-making according to the various patient types.

Price: $897

Length: 3.75 hours

Number of Modules: 24

CE Credit: 3.75 CE

Join Today Academy of General Dentistry accreditation information

Modules:

  • Module 1: Myths in the Dental Industry

    Two common myths pervade the dental industry, shaping how dentists view their profession and their approach to patient interactions. The first is that dentists can delegate the business aspects of their practice to others. While the primary focus of dentistry is indeed improving oral health, the reality is that dentists, especially those owning practices, also need to manage business operations effectively. The second myth dispelled is the negative perception of sales in dentistry. The lesson emphasizes mastering the art of 'prescriptive sales' which is an approach that involves understanding and addressing patient concerns, displaying empathy and confidence, and guiding patients towards accepting beneficial treatments. The module encourages dentists to embrace this dual aspect of their role, combining clinical excellence with effective patient communication and business acumen.

  • Module 2: How to Read Your Patients: Part I

    A system to better understand patients in dentistry is presented with the aim of optimizing the use of a dentist's time and enhancing patient care. The strategy divides patients into four types (A, B, C, D) and focuses on how to recognize and respond to each category. Type A patients are aware of their problems and actively seek solutions, requiring little education but rather guidance and reassurance in their decision-making. Type B patients are often unaware of their dental issues until diagnosed and need more explanation and reassurance. Both types require a dentist's empathy and confidence to effectively guide them towards the best solutions. The module emphasizes that not all patients are the same and that recognizing this can improve patient interactions and treatment outcomes.

  • Module 3: How to Read Your Patients: Part II

    This second part of the training on reading dental patients focuses on the challenging patient types C and D. Type C patients are often unaware of their dental health status and place comparatively less importance on professional advice, typically acting on dental issues only when driven by pain or significant life changes. These patients may only accept treatment covered by insurance, attempting to transfer responsibility for their problems to the dentist. Type D patients are characterized by a complete disinterest in their dental health and a tendency to blame others for their problems. They are known for neglecting dental advice and treatment, often missing appointments and disrespecting practice policies. The module emphasizes the importance of identifying these patients and understanding the way they make decisions for and against dental treatment.

  • Module 4: Stop Trying To Make People Something They Aren't

    Some people lack internal motivation for dentistry and there's little that dentists can do to change that. It's essential for dentists to focus energy on those who are internally motivated and respect the dentist's expertise, thereby creating a more effective and fulfilling practice. This approach not only aligns with professional goals but also ensures a healthier and more sustainable business model.

  • Module 5: The Psychology of Sales

    Many dentists are "reluctant salespeople," because while professional practice demands aspects of performance and persuasion, there's an internal conflict due to societal perceptions and personal misconceptions about sales. The module emphasizes that effective sales communication in dentistry isn't about coercion; it's about guiding patients to make informed decisions that improve their lives. By embracing a consultative and prescriptive approach to sales, dentists can more effectively guide patients towards beneficial treatments, enhancing both their practice and their patients' health outcomes.

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  • Monthly Basic Training Sessions (1 CE Per Month)
  • Access to All Previous Recordings (Additional CE)
  • Resource & Community Updates
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