545: Objections Are a Gift! - Miranda Beeson - a podcast by ACT Dental

Objections Are a Gift!

Episode #545 with Miranda Beeson

Objections are a normal part of your practice. They are also opportunities if you change your mindset! To help you reframe objections and see them as gifts, Kirk Behrendt brings back Miranda Beeson, one of ACT’s amazing coaches, with advice and strategies so you can overcome the most common objections you hear in your office. Help more of your patients stay in your chair! To learn how, and to hear more about Miranda’s dental administrator’s course, listen to Episode 545 of The Best Practices Show!

Episode Resources:

• Miranda’s email: mirandabeesonicc@gmail.com 
• Miranda’s social media: @actdental
• Subscribe to the Best Practices Show Podcast
• Join ACT’s To The Top Study Club
• Join ACT’s Master Class
• See our Live Events Schedule here
• Get the Best Practices Magazine for Free!
• Write a Review on iTunes

Links Mentioned in This Episode:

DiSC: https://www.thediscpersonalitytest.com

Miranda’s course March 16-17, 2023: https://www.eventbrite.com/e/act-dental-administrators-live-course-march-16-17-2023-tickets-347257716177

Main Takeaways:

Reframe how you think about objections.

Train your team to build trust with patients.

Identify what a patient is actually objecting to.

Create a welcoming space for patients’ objections.

Use “Feel, Felt, Found” to affirm your patients’ feelings.

Quotes:

“We want to shift our mindset around objections and consider them a gift. So, instead of being afraid of an objection, how can we create an environment where our team welcomes objections? When we have a patient who is interested and they're still engaged and providing us an objection, we have to look at that as an opportunity to present them with the information they need to help them make a decision.” (3:38—4:02)

“When we look at objections as gifts, it’s really a request for more information. And so, that means they still want more. They're still in it with us. They haven't written off the idea of moving forward with that recommendation just yet. So, if we can shift our mindset — and part of that is building the skills and having some verbiage to feel confident so that we can approach it in a way that is welcoming. We’re actually going to be inviting objections in instead of running away from them as fast as possible.” (4:03—4:34)

“A lot of times, a patient is just really nervous about telling you what their objection is. Maybe they're embarrassed because they're afraid it’s going to hurt. Or maybe they're self-conscious about other people knowing that they're doing this treatment. Maybe they know someone that works with them in practice. Maybe it’s about their finances. And then, again, that makes them feel a little shameful or embarrassed, and they...

Further episodes of The Best Practices Show with Kirk Behrendt

Further podcasts by ACT Dental

Website of ACT Dental