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Who
Dr. David R. Rice igniteDDS
Dr. David R. Rice igniteDDS
Dr. David R. Rice igniteDDS
Dr. David R. Rice igniteDDS
Innocent Questions? Do you see kids?
Dr. David R. Rice igniteDDS
Innocent Questions? Do you place tooth colored fillings?
Dr. David R. Rice igniteDDS
Natural Laws
Dr. David R. Rice igniteDDS
www.ignitedds.com
Natural Laws
Dr. David R. Rice igniteDDS
www.ignitedds.com
A childhood lesson …gone wrong
Dr. David R. Rice igniteDDS
Dr. David R. Rice igniteDDS
Dr. David R. Rice igniteDDS
www.ignitedds.com
Emotions vs Logic
Dr. David R. Rice igniteDDS
www.ignitedds.com
The Natural Law of Emotion
Dr. David R. Rice igniteDDS
www.ignitedds.com
The Natural Law of Emotion
Think about your patient schtick… Do they understand? Do they care?
Dr. David R. Rice igniteDDS
www.ignitedds.com
The Natural Law of Emotion
Money Appearance Time Trust Comfort Health Dr. David R. Rice igniteDDS
www.ignitedds.com
The Worst Lesson Your Parents Never Meant To Teach You Understanding Your Peeps… Cultures Family Gender Education Generations DiSC Dr. David R. Rice igniteDDS
www.ignitedds.com
Dr. David R. Rice igniteDDS
www.ignitedds.com
Dr. David R. Rice igniteDDS
www.ignitedds.com
Dr. David R. Rice igniteDDS
The Worst Lesson Your Parents Never Meant To Teach You Understanding Your Peeps… Cultures Family Gender Education Generations DiSC Dr. David R. Rice igniteDDS
www.ignitedds.com
DiSC
ignite
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Objective: Caution: nounderstand style is right you, or others wrong…they’re & how to just adapt different
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Process: Understand: define Although how each one or two behavior styles take style the communicates lead, for most, & all makes four styles decisions are present
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Implementation: And: As situations Identifying change; as life behavioral changes; as styles time & changes…we using that info change to adapt for better results
Dr. David R. Rice igniteDDS
www.ignitedds.com
Disc Tell
Task Driven
Dr. David R. Rice igniteDDS
Dominance
Influencing
Quick Decisions Impatient Control 10%
Creative Talkative Disorganized 25%
Compliance
Steadiness
Detailed Cautious Thorough 15%
Harmonious Kind Great Listeners 50%
Ask
People Driven
www.ignitedds.com
Disc
Tell
Task Driven
Dr. David R. Rice igniteDDS
People Driven
Ask
www.ignitedds.com
D
I
Be on time They’re in charge Get to the bottom line Be business like & direct Emphasize efficiency The decision is theirs
Be Sociable People oriented Use prestige referrals Ask open ended ?s Make it about social acceptance Let them express
C
S
Give the facts Appeal to quality Address the track record Give info and time with it Explain what and why
Spend time Make them feel at home Give them help by being directive “Patients in the past who had your exact problem..”
Dr. David R. Rice igniteDDS
www.ignitedds.com
Disc
Dr. David R. Rice igniteDDS
D
I
C
S www.ignitedds.com
Disc Tell
D Task Driven
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How would you recognize them On the phone? When should we schedule them? How long?
C Dr. David R. Rice igniteDDS
People Driven
S Ask
www.ignitedds.com
DiSC
Dr. David R. Rice igniteDDS
www.ignitedds.com
The Incoming Call Sheet •
How long has it been since we’ve last seen you? •
If new… •
May I ask you a couple questions?
•
How long has it been since you last saw a dentist?
Dr. David R. Rice igniteDDS
www.ignitedds.com
The Incoming Call Sheet •
How long has it been since you last saw a dentist> •
Dr. David R. Rice igniteDDS
>1 year •
Are you having any problems
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What is the biggest thing that motivated you to call today?
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What kept you away? www.ignitedds.com
The Incoming Call Sheet •
How long has it been since you last saw a dentist> •
<1 year •
Dr. David R. Rice igniteDDS
It sounds like your health is a high priority to you…
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The Incoming Call Sheet
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Mr or Mrs____, it’s very important to us that you have a great experience in our office. .. like to ask you a few quick questions. Is that alright?
Dr. David R. Rice igniteDDS
www.ignitedds.com
The Incoming Call Sheet •
Do you have any dental insurance you’d like to take advantage of? •
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get your needed info
Can I get a little more informations to help us take care of you? •
Dr. David R. Rice igniteDDS
get your needed medical info…
www.ignitedds.com
The Incoming Call Sheet
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PI… your 1st visit to our office?
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PC… health that you would like the doctor to address during your visit?
Dr. David R. Rice igniteDDS
www.ignitedds.com
The Incoming Call Sheet •
Define their expectations using the law of the herd •
let me share how we got started with____
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lay out the appointment
Dr. David R. Rice igniteDDS
www.ignitedds.com
The Incoming Call Sheet
•
Who else should we get scheduled today while we are talking and it’s convenient for you?
Dr. David R. Rice igniteDDS
www.ignitedds.com
The Incoming Call Sheet •
The Goals •
DiSC
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Generation
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PI
•
PC
Dr. David R. Rice igniteDDS
www.ignitedds.com
Likes…like…Likes
ignite
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Mirroring
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Pacing
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Leading
Dr. David R. Rice igniteDDS
www.ignitedds.com
Likes…like…Likes
ignite
• Mirroring •
Pacing
•
Leading
Dr. David R. Rice igniteDDS
www.ignitedds.com
Likes…like…Likes
ignite
•
Mirroring
• Pacing •
Dr. David R. Rice igniteDDS
Leading
www.ignitedds.com
Likes…like…Likes ignite
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Mirroring
•
Pacing
• Leading Dr. David R. Rice igniteDDS
www.ignitedds.com
