Helping patients say "yes" to treatment involves skills that can be learned. The best dental teams work on these skills regularly to refine, improve, and grow their abilities to deliver Total Patient Service. Learn, practice and review these critical skills regularly with the "Skill of the Week" featuring the many different skills you can use to take your practice to the TOP!
Give your team a JUMPSTART by viewing the 12 "DO" Skills and "BE" Skills...important to review all the time but especially for someone new to your team.
They can be found by CLICKING HERE
Want to see a complete list of Skills of the Week, just CLICK HERE
SKILL OF THE WEEK: Two Magic Words
By simply adding two words to a sentence, you can change a request into a commitment. Commitments are very different from requests. Think about it. A request is one sided. You are just extending an open ended invitation: “Come on by. Give us a call. Let us know.” These are all requests. But the moment “will you?” is added, the other person is now engaged and a party to the commitment. “Will you…come on by? Will you give us a call? Will you let us know?”
Exercise: Think of all the points of interaction with patients where you could and should ask for a commitment instead of just making a request. Practice asking for a commitment in each of those areas.
Action: Replace all of your requests with commitments by asking “will you?”
SKILL OF THE WEEK: Leave Your Baggage At The Door
Motivational expert, Zig Ziglar said years ago, “People don’t care how much you know, until they know how much your care.” In other words, be interested, not interesting. Don’t tell them about you and everything going on in your life. ASK them about them and everything going on in their life. Help them solve their problems, don’t expect them to solve yours.
Exercise: Make a list of questions you can use to be interested, not interesting. Use those questions to help discover the problems patients have with which you can help. You should know more about them than they ever know about you.
Action: Find an object, a plant, a tree or some other physical reminder outside the office or outside your home that will be the equivalent of your problem bush. Make a conscious effort to leave your baggage at the door every day so you can focus on patient care and talk to patients about what matters most to them, not what matters most to you. Leave you baggage at the door.