Sandy Pardue, Consultant/Classic Practice Resources
Sandy Pardue, Consultant/Classic Practice Resources
Management and Organizational solutions for dental practices.
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Sandy Pardue
Sandy Pardue

Consultant Tip: Handling a False Perception about Money During Case Presentation

Consultant Tip: Handling a False Perception about Money During Case Presentation

6/25/2014 10:46:49 AM   |   Comments: 0   |   Views: 19211

Some people may think they cannot afford dental care when actually they can. Most people are very poor financial managers and when their money gets tight they think in generalities and even fool themselves.  They may even have a small amount of money in a savings account earning a very low percent of interest and put off dental treatment of cavities and create a need for endodontic treatment at six to ten times the fee.

This person does not perceive how the neglect of their mouth is the expensive way to go.  They do not understand that they cannot afford not to do it.  They do not realize the consequences of procrastination.  They think about or see a problem that they do not have and tell you it is a fact and use that as an excuse.  If you understand this, you are way ahead of them and have the knowledge to bring them to the right decision to come in and get their dental problems taken care of.

Verbal skill "Mr. (s). ___________, sometimes money is tight and people have to be cautious about their spending.  Getting real value becomes even more important.  Timing is important when you're looking for the best value.  That's why I wouldn't want you to put off taking care of your cavities.  You could end up having to spend six to ten times more for endodontic treatment later, or lose a tooth which will have to be replaced."

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