What is patient pain in a dental sales conversation?
Pain is the irritation in someone’s life that is pushing them toward a decision. In the larger sales world that is exactly what the word means, and it fits us perfectly. A patient does not call you because they suddenly care about bone grafting. They call because something is making life hard right now, and that right now is the whole story. Clinically, most patients in a niche procedure look almost identical. Stick around any niche service long enough and you stop seeing variety. What actually differs is the reason each person decides to move forward for themselves. That reason is the gold. So stop leading with the clinical picture and start digging for the motivation. When you can tie your recommendation back to their specific pain, the patient feels understood, and that is when they help themselves.
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.