Advanced Case Acceptance: The Scale of Selling
Understanding the sales process and the phases anyone goes through when buying a product or service.
Everyone, we repeat, everyone goes through, in sequence, five very specific phases when buying a service or product. This may be fast or it may be slow. It's no different when presenting treatment to a patient.
Chances are you've had patients on the cusp of going ahead with their treatment, only to give up and let them walk out the door.
Find out how to identify these phases and which "phase" a patient is in while you're presenting a case. We'll also show you how to move them through this process and go ahead with treatment.
- Identify the phases every person goes through when making a purchase decision.
- Gain insight on how to observe where the patient is at on this scale and how to gently guide them through it to make the best decision for their health.
- See where you may be going wrong and accidentally undermining case acceptance.
1.5 CE Hours
An MGE client prior to becoming a partner in 1994, Greg has spent the last 23 years teaching doctors how to create exponential growth and take control of their practices. A model of what can be accomplished by an MGE client, Greg more than doubled his collections, 7Xed his new patients and reduced his workweek to 22.5 hours per week — all within 12 months of starting the MGE Program!
As a nationally recognized practice management speaker, Dr. Winteregg is entertaining, yet hard hitting and informative. His specific knowledge and personal application of the principles he teaches makes the information very real and immediately applicable to every person, whether they are a doctor or an office team member. He has personally lectured to or consulted several thousand dentists on every aspect of practice management and expansion and has been a featured speaker at a number of dental meetings. He has also been published in several national magazines specific to the dental industry.
StartWhat is the "Scale of Selling"? (4:29)
StartIdentifying Where the Patient Is On the Scale - Pt 1 (7:13)
StartIdentifying Where the Patient Is on the Scale - Pt 2 (5:30)
StartUsing the Scale (12:17)
StartDemonstrations - Pt 1 (7:59)
StartDemonstrations - Pt 2 (10:51)
StartThe Source of Sales Failure (11:42)
StartSource of Sales Failure Demonstration (5:20)
StartDoing it Right (7:24)
StartDoing it Right Demonstration (14:44)