In a perfect world, all patients coming into your practice would choose your preferred comprehensive treatment plan and have the resources to afford that option 100% of the time. It sounds so simple. But is it? There are times when treatment must be delayed, phased or denied due to the financial constraints of the patient. This is when the finesse of communication is critical — knowing how to discuss treatment and financial options, what is possible for the practice and the patient, and when it is in the best interest of the patient (and the practice) to not proceed with care. This program will cover these scenarios and others and illustrate how to work through them by employing thoughtful and thorough methods. Topics include the power of body language, beginning with the end in mind, overcoming objections, team roles, treatment presentation skills and designing financial protocols.
Learning Objectives:
Present ideal treatment plans the right way, including when to utilize visual aids and learning technology.
Cross-train team members to increase their impact.
Know when and how to talk about third-party participation in fees.
Establish the right atmosphere for treatment discussion and fee presentation.
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