I have ChatGPT, so basically I'm a dentist.
Can't you just save my tooth instead of replacing it with an implant?
Tell me a little bit more...
How long do you want it to last?
How many times do you want to work on that tooth?
You mentioned earlier that you want your teeth to be healthy - at this point trying to save this tooth will prolong the inevitable and could affect your overall health.
Do you take Delta Dental?
We have a lot of patients on that plan! We will do everything we can to maximize your plan, despite any restrictions or limitations.
I need to talk to my wife first.
I totally understand. I would do the same thing!
What do you think she'll say?
Would it be helpful if we were to schedule a zoom call to include her in the conversation?
When would you like for me to follow up with you?
What do you charge for implants?
Thank you so much for calling! Do you mind me asking who I'm speaking with? Tell me a bit more about what's going on?
I'll bet Dr. Brady would love to meet you and take a look personally. How about tomorrow or Monday at 2 pm?
I think I'll just wait until it hurts.
I'm so glad you're not in pain yet! What benefit do you see in waiting until it hurts?
(discover objection before offering solution)
Money concern- what if we could help you spread out the investment so that you can go ahead and accomplish what you want?
Time concern - Most patients like to minimize their visits and take care of everything in 1-2 well planned visits. Would that be helpful?
Fear/Anxiety - We have a lot of patients who have felt the same way! They've found that a mild sedative makes it easy for them to accomplish more in less visits. What do you think?
I just started a new job and really need to come in after 4pm
It sounds as if you're really busy!
What if could consolidate your treatment to minimize your time away from work?
We actually structure our schedule in a way that saves your time. Our doctors have reserved 8 am especially for that procedure. You'll be the only patient, with no interruptions.
Would Tuesday or Thursday work best?
Do you do dentures?
Absolutely! Do you mind if I ask who I'm speaking with?
It sounds like you're looking for some solutions - Tell me more...
What are you wanting to accomplish with dentures?
I'll bet Dr. Brady would love to meet you and come up with a plan to help you achieve what's important to you - we have a time set aside especially for our new guests, so that we can give you 100% of our undivided attention. How about Thursday or Monday next week at 2 pm?
After you've quoted the fee...
I'm going to have to get back to you to schedule.
Absolutely. I sense some hesitancy. Do you mind sharing?
The goal is to uncover the unspoken objection.
When would you like for me to follow up with you?
My filling came out and now my tooth is really sensitive. ChatGPT said I probably need a root canal. What do you think?
We're still gathering information, but what would your ideal outcome be for that tooth?
How important is it that you keep the tooth?
As we work together to come up with a solution, what's your expectation when it comes to longevity?
How would you feel about exploring long-term solutions that will provide your desired outcome, even if it means you don't keep your natural tooth?
My general dentist referred me to you, but it looks like you don't take my insurance...
I'm so glad that you called - do you mind me asking who I'm speaking with?
What are you wanting to accomplish?
We work with a lot of different dental plans! We are an unrestricted provider, which means you won't find us on your dental plan list - that doesn't mean we are unable to take care of you...
Do you mind me asking the name of your plan?
Oh yes... we have a lot of patients with Met life! We would love to meet you, and will be sure you have everything you need from us to receive reimbursement.
I’ve had so many things done that didn’t last. How do I know this will be different?
Empathize: "I can completely understand why you’d feel that way. You’ve invested time and money before and didn’t get the result you hoped for — that’s discouraging"
Explore: “Can you tell me a little about what you’ve had done in the past and what didn’t last?”
Clarify: “What do you think contributed to those results not holding up the way you expected?” “What would you like to be different this time?”
Collaborate: “That makes a lot of sense. In many cases, the difference comes down to understanding why things failed before — whether it was the bite, the foundation, or the materials — and addressing that first. That’s exactly what we’ll evaluate before we begin.”
Empower: "You’ll always be in control of how and when we move forward — my role is simply to make sure the plan gives you the long-term success you’ve been looking for.”
My dentist referred me to you. How much is a consultation?
Do you mind if I ask who I'm speaking with?
I'm so glad you called! Who can we thank for referring you?
The cost really depends on you - what is it that you and your general dentist are wanting to accomplish?
Which one is the worst one? Can you prioritize this for me?
It sounds like you want to spread out the treatment. Tell me more...
How well do you want everything to match?
Based on what you want to accomplish, you'll have the best results if we address everything together.
Most of our patients like to take care of everything in a couple of well-planned visits to save time. What do you think?
How do you do an implant?
Great question! Tell me what it is about the process you'd like to know?
Can you just send a pre-determination?
Can you tell me why you're wanting to send a pre-det?
We don't do many of those, but I'd be happy to get one out for you. The fee to submit a predetermination is $150, and we'll apply that do your treatment when you begin.
You've made an excellent decision with your plan, and you're going to love the result!
It sounds like cost is a concern... we have a great program for our patients with good credit that will allow you to spread out your investment. What do you think?
Do you have laughing gas?
Thank you so much for calling! Do you mind if I ask who I'm speaking with?
Yes, we have laughing gas - Tell me more!
Please know that you're not alone. Many other patients have felt the same way. You've definitely called the right office, and as a patient myself, I can vouch for our doctor - she is extremely gentle and your comfort and confidence is her main priority.
I know she'd love to meet you - how about Tuesday at 2 pm?
I don't want x-rays. My general dentist already took some - didn't you receive them?
As a specialist you are likely taking your own x-rays/records...
This is likely an indication that you didn't base the x-rays on the patient objectives!
I know your general dentist referred you for _______, but what else do you want to accomplish?
What's important to you long-term?
I know we have recent x-rays from you general dentist, but based on what you want to accomplish, it would be helpful if we were to take a few more - is that okay with you?
I was on the internet and saw that 'same-day' implants are a thing. Do you guys do this?
I'll do what my insurance will pay for.
You get to decide how much, if any treatment you want to complete. What if your plan doesn't cover things that are important to you?
Most patients have found that their dental plan is more of a 'rebate' or supplement, than actual insurance. Would it be helpful if you could spread out your financial obligation in the event you want to accomplish something that your plan doesn't cover?
That's a lot of money! There's no way I can do it.
I totally agree. You've chosen a great plan, but it is an investment! How can we help?
What would make it easy for you to accomplish what you want?
The good news is that the plan you chose represents most of the dentistry you'll have for the next several years. Would it be helpful if we could spread out the investment?
I need to cancel my appointment for tomorrow morning. Something came up at work.
Oh goodness - are you able to rearrange your schedule to keep your reservation? It will be ____ weeks before Dr/RDH will be able to see you again.
Why can’t you just fix the front ones? The back don’t show.
“That’s a really common question, and I get it — the front ones are what everyone sees when you smile. Tell me what benefit you see in addressing only the front teeth"
“Ultimately, it’s completely up to you. How important is it to you that what we do lasts long term?”
"Other than appearance, what else will be important to you when it comes to your teeth 10-12 years from now?"
"Taking care of your back teeth as well will help protect that smile, long-term — what are your thoughts?"