Can a One Word Verbal Skill
Increase Case Acceptance?

But Do I Have Any Cavities? 

Every dentist and dental hygienist who has ever examined a patient has run into this frustrating failure to communicate. During your examination you found three teeth with 25 year old failed amalgams. You've described to your patient in exhaustive detail about the wide open margins, leakage of saliva and bacteria, and new decay now undermining the old mercury silver filling.  Your patient bobbed her head up and down indicating (or so you thought) her understanding of the situation.  At the end of your speech the patient then asks, "But do I have any cavities?!?"

This one is so simple and incredibly effective you'll enjoy starting to use it right away.  During a coaching session with one of my Gems Insiders' Circle member offices in Hawaii, a bright young dental assistant shared a wonderful "Gem" with me. We had just completed the verbal skills and graphics for my four step process for selling Best-Option Quadrant Dentistry when Alana said, "Dr. Tom, I have a verbal skill I'd like to share with you!"

One of my favorite parts of working with my GG12 Dental Practice Transformation members across the USA and around the world is the sharing of "Gems." The power of our collective mastermind is nearly limitless. Alana proceeded to truly WOW me with a SINGLE WORD CHANGE that totally eliminates one of the most frustrating moments of miscommunication with patients... 

Alana told me that in order to avoid ever hearing that question again, at their office they always substitute the word "cavity" or cavities for "decay." "Mrs. Jones, you have a new cavity under that old silver filling!"

 This may just have been the single simplest most effective Gem ever shared with me by GG12 team members or doctors. The moment we began using this in my practices patients immediately began to "get" that they had recurrent caries and understood the need for care!

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