CONSIDER :
You identify objections by asking questions . Identify objections to find a solution .
A person won ’ t present an objection if they ’ re not interested . So , an objection is actually a gift . Now you know where to focus .
A person who presents an objection is seeking further information . This is good . They ’ re interested !
Objections are necessary steps toward the close .
Find out what she means by her inquiry — her objection .
How much does this cost ?
Don ’ t shoot yourself in the foot by answering a question before you are sure what is being asked .
Sounds like you are concerned about the financing of your dental care . Are you concerned about the total investment or in finding a comfortable way to finance your care ?
Sameer Bhasin , Vice President of Strategic Alliances with CareCredit says , “ Patients ’ financial situations may have changed and others may just appreciate being able to pay over time and fit dental care into their monthly budget . But , now more than ever , you don ’ t want to extend credit through your practice . Instead , make sure all patients are aware you accept the CareCredit program , so those who are already cardholders and those who would appreciate convenient financing know it ’ s available .”
Sameer notes that CareCredit , endorsed by the TDA , has free resources for enrolled providers to help make financial conversations easier for your team and for patients .
HOW TO HANDLE OBJECTIONS
You identify an objection by asking questions and listening . A patient may present an objection to you — but that doesn ’ t necessarily mean that they don ’ t want the recommended treatment . Respond by asking a question to clarify . You need to make sure you understand them correctly — or if there is more information you need to know .
AN OBJECTION IS A GIFT .
Listen . Clarify . Then answer .
Don ’ t be afraid of an objection . It ’ s a gift that says , “ Here ’ s my question . Help me find an answer so I can proceed .”
Cathy Jameson , PhD is the founder of Jameson Management , Inc ., an international management , hygiene , and marketing firm based in Oklahoma City . Jameson Management offers proven management and marketing systems for helping organizations with both in-office and digital / online consulting and training services designed specifically to meet the needs of each individual practice .
Cathy provides coaching on Leadership and on Collecting What You Produce . She provides this training either in person , though her workshops , or virtually . Cathy is the author of eight books , including the 3rd Edition of her bestseller , Collect What You Produce . All eight of her published books are available from Amazon . Contact Cathy at cathy @ jamesonmanagement . com .
Cathy along with Carrie Webber recorded a video for CareCredit , entitled “ Great Financial Conversations for Cost-Conscious Patients ” which you can access through their URL . Instruction and examples of how to handle and overcome objections are provided in this video .
For more information on the consulting services of The Jameson Management Group , contact www . info @ jamesonmanagement . com or www . jamesonmanagement . com . www . northtexasdentistry . com | NORTH TEXAS DENTISTRY 29