Today a long-time patient (whose appearances in my practice are not consistent) came in for a consult. She lost several teeth that were supporting a fixed bridge (#18 – 21). She had a consult with an oral surgeon about implants. Due to insufficient bone, she would need extensive grafting and 3 implants. She’s decided it’s too much money, and she wants a partial denture.
After I expounded on the virtues of implant dentistry, she made it clear she wasn’t going that route. So, I began my “pitch” about partial dentures.
I told her how she was going to HATE a partial denture. It’s “removable,” and part of that word includes “move.” The partial will MOVE. Tracing my gloved finger around her lower arch, I mentioned there would be “a big metal bar here, an ugly metal clip here and here.” I even said, “You’d probably be better off doing nothing right now.”
I could not have “unsold” the partial any more than I did. So what happened? She wants the partial! Maybe I should use this approach to “unsell” cosmetic treatment and full mouth rehabs?? The more I told her how bad it was, the more she wanted it!
I’ve always sucked at sales. And, today I sucked at UN-selling. Maybe I should do THAT more? I may have stumbled into the SECRET of sales!
What’s YOUR secret? Comment below!