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: Ask the Right Kind of Questions When Scheduling

Consultant Tip: Ask the Right Kind of Questions When Scheduling

9/1/2015 9:44:47 AM   |   Comments: 0   |   Views: 318
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1. As a first or opening question, use one to which the person will readily agree, such as these:

"You do want to be put on recall, don’t you?"

2. Then ask follow-up questions that will give you the result you want. By doing this, the patient draws the conclusion which they cannot disagree with. For example, in the appropriate situation you could ask them this question:

"Well, what do you think we should do with that broken tooth, Mr(s) _____?" The patient will probably say, "Well, I guess I need to get it fixed." Acknowledge them with, "Well...good! Let's get you scheduled."

3. Cause them to want the treatment by asking your question in such a way that they will realize you are doing something a little special for them.

"You know. . . Usually it takes a couple of weeks before we can get you in. If I really try hard, maybe I can work it out sooner. Would you like that Mr(s). _________?"

4. If people are slow to schedule, get them thinking by asking questions with the right vocal expressions or inflections:
"Are those teeth (or gums) bothering you yet?"

"Have those teeth (or gums) been sensitive at all?"

"Can you tell that you are getting a buildup (of tartar, calculus, plaque) on your teeth yet?"

If you have trouble getting people to communicate, just ask the right question and ask it in the right way.
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