How do I find the real reason a patient is motivated to buy dental treatment?
You go looking for the pain, and I mean the motivating pain, not just the toothache. Every purchase is driven by some why, and your job is to find it before you talk solutions. That why can be a physical ailment, but it can just as easily be aspirational, wanting to look younger for a wedding, or purely emotional, or even social because someone they know got their teeth fixed. It is often illogical, and that is fine. People buy on emotion and justify with logic. If you skip this step and jump straight to what they need and the fee, you are selling to a motivation you never identified. So slow down and ask until you understand what is actually pushing them to investigate treatment now. Once you know the real why, your whole presentation can speak to it.
If the answers you are finding here resonate with you, my team and I work with a small group of clients each year. The next step is a complimentary Discovery Consultation and Practice Review with Dr. McAnally.