Three Steps to an Emotionally Engaging Case Presentation Video Quiz

Question 1 of 16

1. Question

What is the #1 mistake dentists make when presenting treatment to patients?

Talking about the treatment before the patient owns the consequences of the diagnosis.
Discussing treatment cost with patients.
Making the patient wait too long for an exam.
All of the above.

Question 2 of 16

2. Question

How can you create an emotional connection to the problem for the patient? (Check all that apply)

Share the diagnosis process with the patient.
Tell them if they don’t get the infection treated, they could die.
Show the patient their pictures and x-rays.
Tell the patient they will get a big discount for paying in advance.

Question 3 of 16

3. Question

The two main reasons a patient accepts your treatment plan is the avoidance of pain or the pursuit of pleasure?

True
False

Question 4 of 16

4. Question

When a patient has a dental problem there is only one solution you should offer and that is the treatment you would recommend to a family member?

True
False

Question 5 of 16

5. Question

If the patient has other dental problems that need to be fixed, you should make sure to address their chief complaint first?

True
False

Question 6 of 16

6. Question

Pick the sentence that fills in the blanks correctly.

Patients buy with emotion and justify with logic.
Patients buy with their insurance and justify with their needs.
Patients buy with cash and justify with doing research.
None of the above.

Question 7 of 16

7. Question

Jeff Palmer makes this statement in the video: “God gave us two ears and one mouth and we should use them in that proportion in the exam.”

True
False

Question 8 of 16

8. Question

When is the “If I could would you?” type of close highly effective?

When the patient is about to leave and you want to close them.
When you are trying to convince the patient they need to do treatment.
When the patient is asking for a discount and you know you can approve it.
None of the above.

Question 9 of 16

9. Question

The most effective way to convince someone to do necessary treatment is to use a logical argument.

True
False

Question 10 of 16

10. Question

The knee jerk reaction that most dentist makes when they see a diagnosis is to talk about the treatment that will fix it?

True
False

Question 11 of 16

11. Question

What is the three step process that you can use to help patient own the consequences of their diagnosis?

Tell Sell Close
Talk Show Ask
Show Tell Ask
None of the above

Question 12 of 16

12. Question

The first step of Show Tell Ask is to Show. What do you Show the patient?

How much the procedure costs?
Show them what their mouth will look like when done.
Show them the diagnosed condition using an x-ray or picture.
None of the above.

Question 13 of 16

13. Question

The second step of Show Tell Ask is Tell. What is it that you tell the patient?

How much it will cost?
How many appointments it will take?
When you can get the procedure done?
The consequences of the diagnosed condition?

Question 14 of 16

14. Question

Once you tell the patient the consequences, they may respond by saying they want to get it fixed. If they are not telling you at that point they want to get it fixed, what do you do?

Ask them a question
Stop talking
Turn it over to the treatment coordinator
Go on to the next diagnosis

Question 15 of 16

15. Question

What question could you ask the patient?

Does that bother you?
How do you feel about that?
What do you think will happen if this goes untreated?
None of the above
All of the above

Question 16 of 16

16. Question

What is the three-step formula for writing advertising copy that can also be used to get patients emotionally engaged and wanting to treat their diagnosed condition?

Problem Agitate Solution
Show Problem Solution
Situation Problem Effect
None of the above

Three Steps to an Emotionally Engaging Case Presentation Video Quiz