A very common term in sales is ABC. What does ABC stand for? It is the basis for ensuring that your patients accept their treatment, which is best for everyone. ABC stands for Always Be Closing.
Every team member needs to understand that they are an important component to the closing or the acceptance of treatment. Doctors, assistants, hygienists and front desk personnel must work together to increase the acceptance rates, or at least increase the opportunity to do so.
Proper hand offs from one team member to another is vital to higher case acceptance rates. This system is a simple concept of always communicating the benefits of treatment.
People make their buying decisions based on benefits, so it is important to continually communicate the benefits to all patients on a continual basis.
All team members are an important piece of this communication and must learn to work together to communicate through the patient to each other team member the benefits of the patient treatment plan.