Although situations may vary, all fee objections have the same cause: your
patients
perception of you and the dentistry needed are low, or the perception of
themselves or
what they are offering is low.

What motivates you to buy something? Do you buy for YOUR reasons, or some sales
person's reasons? Your reasons of course!

However, traditional sales people force feed their own reasons and do not focus
on
uncovering what the patient is trying to overcome, improve or eliminate by
patient sooner,
rather than later. Patients really do not want to think about anything, they
actually want
time to "compare". Compare your features and benefits with that of their current
office or
other competitors trying to get in on that business.

Quite often in the eyes of the patients your features and benefits are not much
different
from others competing in your field. Hence price becomes a front end and back
end
obstacle as they focus on YOUR reasons (features and benefits), not their
problems and
negative effects that are already costing them time, energy and money by not
using your
service.

Problem # 1 How you buy, IS how you sell. Therefore should a sales person, when
in a
buying situation always get the best price, how effective are they Monday
morning when
someone comes in focused strictly on price? Not very. The reason is that
subconsciously
they are thinking, "Hey, I can relate to that"!

Problem # 2 Some sales people have what we call a money weakness. In other words
a
sales person making $50,000 per year selling software that is $200,000 may in
their own
mind believe that their product actually is expensive and fail to properly
utilize techniques
and strategies they know, but cannot use because how they feel overrides what
they know
should be done.

Problem # 3 The following is the most common problem amongst "Traditional Sales
people". They fail to focus on what they are actually offering/presenting to the
patient.
Their focus is on me, myself and I. My features, my benefits and how much better
we are
than they are. Rather than focusing on the services you are promoting you must
focus on
what you are improving, reducing or eliminating. What has this need, want, pain,
fear or
problem been causing the patient? What has it been costing the patient? Most
importantly
what will it cost them should they decide to "backburner" this problem?

Overcoming the price objection increases profit, increases sales and clearly
differentiates
your company from all others by focusing on what is really important, the
prospect's
reasons, NOT your own.

Bottom line, find the need and fill it. Know what the PATIENT wants/needs, and
offer it to
them. Dont use YOUR standards for accepting good.

Linda in Folsom who read this and edited it a bit
Moderator