Picture this. You are presenting a treatment plan to a patient. Everything is going great. You think you have it wrapped up. But then they pull out the dreaded excuse…
Up until now you have tried all of the crappy comebacks that the two-bit consultants have taught you over the years but you know in your heart they just don’t work.
Today we are going to give you a new response to “Let me think about it” that should take care of this problem once and for all. It has proven to be very effective in our testing.
Can you guess what the best response to “I need to think about it” may be?
Here is our suggestion: DO NOTHING!
That is correct. When a patient tells you that they need to think about it, you know damn well it’s simply a stall tactic. There is something else on their mind but they are not saying what that is. Maybe it’s financial. Perhaps they are worried about the actual procedure. Pain. We are not sure. If you just let them go and tell them it’s ok to think about it, you will not hear from them in 99% of the cases.
So try this. When they tell you they need to think about it, don’t say a word. That’s right… just keep quiet. You can look at them or look down a little bit. Or a combination of the two. Your body language must convey that you are concerned. But remember…
Do not say anything!
So what will happen next?
After a short time, your patient will feel very uncomfortable with the dead silence. Human nature is such that we want to fill in silence with words. So he or she will begin talking.
Once he begins talking, he will normally make his objection very clear and oftentimes come up with a solution without you even getting involved.
For example after a period of silence he may say “I don’t have the money at the moment but I am getting a fairly nice inheritance in October so would it be okay to wait until then?”
Bingo! You win.
Your response is “Sure Mr. Jones, why don’t we have Madge set you up right now for mid October?” Then have Madge give Mr. Jones two good options on dates and times and you are all set. You have treatment scheduled that in the past never would have happened.
Understand this. The silence at least gets them talking. Then it’s up to you to take the objection that comes up and turn it around and come up with a solution.
Will this work 100% of the time? Of course not. But we do guarantee it will increase your acceptance MUCH MORE than what you have been doing up until now.
Did you like this tip? Our goal is to make you more profitable! Please stay tuned for more answers to some of the most common objections in dentistry! We want you to be incredibly successful, and knowing the best responses will be a tremendous help to you and your practice! Stay in touch!