Practice Manager → Treatment Presentation

Getting Patients to Say “Yes,” Part 2: Handling Patient Objections Effectively (FD011)

When a patient fails to commit to recommended treatment, do you and other dental clinic colleagues think, “well, that’s that!”? If so, you’re missing out on a golden opportunity to increase production and revenue while also enhancing your patients’ oral health. This course will train you to overcome patient objections in supportive, non-confrontational ways. Clients have seen dramatic results from these proven strategies.

Benefits to your organization:
- Overcome patient objections to treatment in ways that preserve relationships
- Increase rates of conversion to treatment acceptance
- Enhance the oral health of your patients by removing obstacles to getting the treatment they need
- Boost dental office revenue

Who should enroll in this course:
- Treatment coordinators
- Any dental staff who are involved in treatment coordination
- Dental hygienists

Benefits to course participants:
- Develop strategies that help you to increase treatment acceptance by patients
- Become more comfortable addressing patient objections to treatment
- Acquire indispensable skills that help increase dental office revenue

By the end of this course, you should be able to:
- Identify the most common patient objections to treatment
- Describe conversational approaches for surfacing and addressing patient concerns and objections
- Describe strategies for assessing and reducing patient anxiety about treatments
- Use optimal language to handle disagreements/correct patient perceptions
- Address objections about cost-effectively
- Use language that assumes a commitment
- Pose positive action questions
- Use objection blocking and conditional question techniques
- Close conversations in ways that cement your relationship with the patient

Release Date: 01/22/2019 CE Units: 0.5

  • Course Activity
  • Getting Patients to Say "Yes," Part 2: Handling Patient Objections Effectively
  • Summary
  • Key Take-Aways
  • Quiz
  • Getting Patients to Say Yes: Part 2 Quiz
  • Course Feedback Survey
Completion rules
  • All units must be completed
  • Leads to a certificate with a duration: 3 years