Explaining why treatment is needed takes more than talent, skills and sales experience. It requires knowledge, listening skills and empathy. Patients may deny treatment due to cost, time or lack of understanding of the full scope of illness and the medical and dental connection. Over half of patients are more likely to agree to treatment if the comprehensive benefits are clearly explained or demonstrated. This session will focus on understanding patients’ needs and how collaboration between medical and dental care can improve the acceptance of necessary treatment and help overcome objections.
Learning Objectives:
At the conclusion of this presentation, participants should be able to:
Explain how medical consultations before dental procedures integrate cross-disciplinary preventive care and improve patient health.
Recognize the reasons the medical community needs OMS collaboration, which can open the door to more integrated care, healthier patients and greater satisfaction.
Utilize medical terminology that insurance and medical offices speak so communication skills reflect the office protocol.
Explain why medical and dental integration is growing and how to provide integrative skills to accommodate the provider and patient timeline of treatments.
Discuss how important the updated medical history has become and how it must be used.
