Using the Tone Scale as a Communication Tool
Learn how to use the tone scale in conversation with people to connect with them better and create understanding.
Dentistry is a "people" business. Dental providers must be technically proficient in clinical procedures, of course, but how successful your practice is will ultimately be determined by your ability to understand, interact with and handle people.
And of course, people are different! This is why scripts often don't work well. There are different types of personalities that will all feel and react differently. And we even change moment to moment depending on our environment and what's happening that day.
The Advanced Tone Scale Training Course gives you the tools to understand different types of people—whether it's patients or fellow team members—understand their motivations and how they will react. This enables you to connect with them and create a positive relationship.
In this course, we take all you've learn about the Tone Scale and bridge the gap to using it in everyday conversation with patients and team members. You learn how to:
- Connect with people in different emotional states or attitudes and get through to them
- Handle different reactions or "upsets" that may arise
- Create agreement so that patients see eye-to-eye with you on the treatment plan and why they need it
- Easily guide the conversation in the right direction
A dynamic and entertaining speaker, with over twenty years of experience as an executive in the business world and in the dental industry, Jeff has lectured to over 10,000 dental professionals and their teams. At the helm of MGE as the Chief Operating Officer for the last twenty years, Jeff has engineered incredible year-over-year expansion, resulting in over 500% growth overall. MGE clients also see the most rapid growth in the industry - with an average growth rate of 232% over five years - and Jeff's design and oversight of the MGE program is a major part of that.
StartWhy Matching Tones Works (3:31)
StartCovert Hostility (10:04)
StartSupplemental Lesson: Spotting a Tone (10:23)