Weekly Motivational Moments with Eric Vickery: Learn how to increase case acceptance by finding your patient’s ‘WHY” with this 3-part series!
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About Eric Vickery
Eric holds a degree in business administration and brings a strong business and systems approach to his consulting. His initiation into the field of dentistry was in the area of office management. He managed dental practices for over ten years and has been consulting over 250 offices nationwide since 2001.
Episode Transcript
Transcript performed by A.I. Please excuse the typos.
00:03
Hi friends, welcome to your weekly motivational moments with Eric Vickery, president of Coaching at All-Star Dental Academy. This week, I want to wrap up our three-part series on really finding out why people would be buying from you when it comes to the health and appearance of their smile. If you think about it, people don’t buy for your reasons, they buy for their own reasons. So are you taking the time to discover what their reasons are? Bye.
00:33
doing an emotional exam. Emotional exam because people buy with emotion justify with logic. So those reasons are emotional. So, so far we’ve talked about a strong introduction. We’ve talked about using open-ended phrases to create more dialogue and conversation as you listen to them describe what they like, don’t like. And ideally this is their treatment plan. This is how they like it to see it show up. In the end, they wanna look good and feel good. And today we’re gonna wrap it up with a simple, simple concept.
01:00
Try not to overthink this, really simplify things, make it easier to find their why. The reason it’s called find their why is it’s a reasoning. Think about why do you wanna do that? Well, the reason why is it’s all connected. And so therefore our question is simply why. Why is having that so important to you? Now, this can be used in all aspects of your life. If you’re thinking about what you do for a living and why you do it, you actually ask yourself,
01:30
Why is it that I think it’s so important that I do this? My why is helping people achieve a level of success they never thought possible. I get so much joy when people come back to me and say, I’m using that, it’s working, I’m loving what I’m doing, you told me to do this, you coached me through that, we figured this out, and that brings joy to me when people are hitting their targets, when they’re growing, when they’re getting more success, however they define it.
01:57
Well, same thing goes here. When you’re trying to find their why, you’re simply gonna ask the patient why. They’ve just described to you in the O and SWOT, ideally what it is they want. They want it to look good, feel good, straighter, brighter, healthier, last the rest of their life, feel good, health and appearance. You’re gonna then follow that with a very simple question. Why is having that so important to you? Now if you think about it, this is the third time now we’ve talked about implication questions.
02:26
This is an implication question. You’re implying something when you ask this question. So think about it, listen to it. Why is having that so important to you? What am I implying when I ask that question that way? Well, I’m implying that it’s important to them. Now, could they come back and say, that’s really not that important to me. Actually, you were just asked me some questions, so I thought I was answering them. It’s possible, but highly unlikely. I haven’t had anybody ever tell me that’s the response they got. So when you ask this, what are you going to hear?
02:55
You’re going to hear things like, well, I don’t want to end up losing my teeth like my grandfather did. Well, I, you know, the business I’m in, I got to have a nice looking smile. I got to maintain my confidence. You know, I have fear of pain. I don’t want to go through a toothache again.
03:14
Peace of mind, probably, those are all emotions that are attached to those stories that you’re hearing from your patients. And so next week, when we talk about case presentation formula, we’re gonna lead with whatever it is they said they wanted and why. And it will sound like this. Earlier, Ricky Bobby, you told me it was important for you to have fill in the blank. And then we lead with that into case presentation. Well here, we can’t do that if here, we don’t find out what’s important to them. And so we ask
03:44
ask the question like this, why is having that so important to you? Don’t try it any other way. Don’t try to act like you know a better way to do this. 20 plus years of trying to figure out what’s the best way to figure this out, it’s actually more simple than we thought. Don’t make it complicated. So this week, focus on why is having that so important to you. All right guys, have a great week. Hope to see you at the May event. Take care guys. We hope you enjoyed this episode of Dental All-Star.
04:14
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