In this episode of Dental All-Stars, host Alex Nottingham welcomes guest Eric Vickery to discuss the case presentation formula. They emphasize the importance of understanding the reasons behind patients' decisions and the need to avoid pressure sales tactics. The formula includes three steps: highlighting why the dental issue is important to the patient, expressing concern about the condition observed, and discussing the consequences of not addressing the problem. By testing the patient's buy-in and addressing their concerns, dental professionals can create a sense of urgency and value before discussing treatment options. The goal is to ensure that patients believe they have a problem and are interested in a solution. The episode emphasizes the importance of integrity and ethical sales practices in dentistry.RESOURCES:
- The 95/5 Dental Case Acceptance Rule)
- Discover the Patient’s WHY in Dental Treatment Acceptance)
- Dental Coaching)
