Description

This Building Blox  provides step-by-step strategies to help you and your team identify your patients’ intrinsic motivators so that you can increase treatment acceptance and build patient commitment:

• Increase patient dedication to their dental health by tailoring your communication to match your patients’ motivators and concerns

• Identify the myths of motivation

• Use open-ended questions to uncover patients’ motivators and concerns
• Respond to patients stated and implied feelings through active listening
• Use benefit plus  procedure statements to present the importance of the recommended next treatment or next step
• Use question-asking, active listening and benefit plus procedure statements to influence patients to want the treatment they need