Why is listening so important during a high value dental consultation?
Because the patient is telling you why they will buy, and most dentists are too distracted to hear it. The pro asks great questions, then listens intently to the answers, not only to what is said but to what it means. That second part is where the money is. Listen for the unspoken thing, the worry behind the words. We live in an age that is wrecking attention spans, and the phone in your pocket is the worst offender. Smart phones do not always make you smart. Before you walk in, turn off the distractions and quiet the noise running through your own head. You cannot catch a pain motivation while you are half thinking about your next patient. Give this person your full attention for fifteen minutes. That is when they hand you exactly what you need to help them say yes.
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.