dental implant cases presentation“I have to go home and talk this over with my husband / wife.”

If you haven’t heard that statement before, then you are either brand new to practice OR you are in a Medicare/Medicaid practice where there truly is never a discussion about a fee.

Our readers are rarely either of those two things. Since almost 100% of our readers are either fee for service OR are trying to be such, here are my questions for you:

If 90% of your patients’ spouses are not coming to your major treatment presentations and their absence routinely means you get the “I have to go talk this over with so and so” response to treatment plans, my questions for you are….

  • Why are you allowing this to happen? (The lack of spouse at the “discussion of money visit.”)
  • Why have you NOT already engineered this spousal issue out of your sales process?!

Patient Spouses: The Deal Killer

Think back over the last few months on who said yes to major treatment and who said “doc, gotta go talk to so and so.” Did patients say “yes to the dress” when this other person who helps write the check was at that visit?

OR, did the “yes” come after the patient went home and had their “so and so” discussion?

I already know the answer, as it’s as predictable as the daily sunrise. This absent spouse / financial other issue at presentations is first or second on the all-time “deal killer” list of issues practices have with big case sales yet it’s rarely addressed or even discussed!

Fixing Your Dental Implant Cases Presentation

The realty is that doctors are either clueless about how important this is for sales or resolve that it’s just “part of being a dentist.” Both of those ideas are false. But this issue can be engineered in a way that more patients can and will move on to say “yes” when that other individual is at the dental implant cases presentation.

If you want to fix this problem FOREVER, then it’s time to do some targeted work together to address the most basic fundamentals of sales that make or break 90% of presentations where large sums of monies are involved.

If you’ve had an “a-ha” moment, let’s plan a time to speak. First time discussion calls are free*. To book, go HERE.

P.S. Doctors are also routinely blind to this issue and will say, “on yeah, spouses always come to presentations.” Then when I ask those who run the ship (the staff), I will hear that maybe 10-20% of spouses attend.  If you are unsure of this ask your financial coordinator/treatment planners to be honest with the % attending your dental implant cases presentation.

*First time discussion calls are complimentary. New York City metro, Chicago metro, greater Los Angeles, San Francisco Bay, Dallas-Fort Worth and Houston metro incur a small discussion fee.