Teaching Your Dental Staff Excellent Communication and Persuasion Skills

In order to sell your dental services and develop lasting relationships with your patients, it's absolutely critical that your dental staff members develop excellent communication skills.

Why? Because communication is the first step on the road to persuasion, and patients must be persuaded to buy your services. The five stages of persuading someone are to take the person from unawareness to awareness, then to comprehension, conviction and action.

These stages apply to literally any decision anyone ever makes, and that includes decisions about dental services. Initially, we are first unaware of a service. After being exposed to information, we are aware but may move no farther unless we truly comprehend what that information can mean to us.

Once comprehension has taken root, then, and only then, do we take action. So in order for your patients to make the right decisions about the dental services they need and take the actions necessary to implement them, your dental staff must be able to communicate what those services are and the important contributions they can make in improving your patients' lives.