542: Without Value There is Only Price - Miranda Beeson - a podcast by ACT Dental

Without Value There is Only Price

Episode #542 with Miranda Beeson

Dentistry is sales that's done with your ears. You need to listen more, talk less, and still build value. It sounds challenging, but anyone can do it with a few simple steps. To help you get started, Kirk Behrendt brings back Miranda Beeson, one of ACT’s amazing coaches, with advice for creating value with your words and actions. Price isn't always the problem! To learn the system for communicating value, listen to Episode 542 of The Best Practices Show!

Episode Resources:

• Miranda’s email: mirandabeesonicc@gmail.com 
• Miranda’s social media: @actdental
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Links Mentioned in This Episode:

Healthy Heart, Healthy Brain by Dr. Bradley Bale and Amy Doneen: https://bookshop.org/p/books/healthy-heart-healthy-brain-the-personalized-path-to-protect-your-memory-prevent-heart-attacks-and-strokes-and-avoid-chronic-illness-bradley-bale/18640747?ean=9780316705554

Beat the Heart Attack Gene by Dr. Bradley Bale and Amy Doneen: https://bookshop.org/p/books/beat-the-heart-attack-gene-the-revolutionary-plan-to-prevent-heart-disease-stroke-and-diabetes-bradley-bale/16685772

Main Takeaways:

Help your team understand the value of what you do.

Standardize your messaging among your team.

Objections are a gift and an opportunity.

Always apply the “so that” concept.

Utilize the power of the pause.

Listen more and talk less.

Quotes:

“When you take the price off the table and you look at, ‘Did we build the value we needed to build from the phone call, in the back, throughout the whole process?’ then price isn't really the problem anymore. So, then we can look at, ‘Is there still an objection? And if so, how can we take care of that?’ because it’s not price if we've built value.” (3:34—3:51) -Miranda

“Dentistry is sales. Whether we want to call it sales or not, it is sales in its own way. And so, there's a buying cycle. It starts with that awareness that the patient has at home. And then, that first transition into consideration is when they call us. So, the first opportunity we have to start building value with a patient is when we say hello on the phone. And then, where do we take it from there? So, it’s probably the most important piece of where we start building value. Are we affirming the patient calling us, and are we...

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