The Excuses
The reasons why associates tell you that they don’t sell much private dentistry:
Excuses
I only ever do what is clinically necessary
The patients cannot afford it around here
They can get the same thing cheaper down the road
I don’t feel confident doing that treatment
It isn’t ethical to reduce teeth – I prefer preventative dentistry
I don’t want to pay a higher lab bill
The patient doesn’t want to go ahead for financial reasons – they cannot afford it
We offered it and the patient said “no”
The real reasons:
Aptitude
I don’t have the clinical confidence
I don’t have the communication skills
I’m scared of asking for money and being rejected.
Attitude
I don’t see why I should line your pockets
I don’t believe in private dentistry
I’m comfy and I don’t want to step out of my comfort zone
How to deal with aptitude…… Training, consulting, coaching and mentoring (in that order). How to deal with attitude…… Replacement.