The Best Way To Get Patients To Buy

Dr. Tony Alessandra, author of the book Collaborative Selling, says, “The commando approach to selling is obsolete. It does not foster referrals, references, repeat business, word-of-mouth advertising, customer satisfaction, or good will.” Once effective ways of selling, pitching and closing, are ineffective with today’s buyers… Instead, patients want to buy from people they feel they have relationships with. Patients want to feel confident that you have heard what they need to say and that you can fulfill their needs. Before they buy, they want to trust you.

The most common question I hear from dentists is, “What should I tell people so they’ll trust me faster?” The answer is not what you should tell, rather it is what you should ask. Telling is pitching- an old school sales tactic. Asking open-ended questions allows the patient to open up and speak what is on their mind. The more the patient shares, the more trust they are building with you. This provides a more pleasant decision-making environment for the patient and makes selling easier for you.