this episode features
About this episode
Key Takeways
- Introduction
- Dr. Phelps’s Story
- Dr. Cialdini’s Methodology
- Consistency Principle
- Commitment
- Public Knowledge
- Developing New Models For Dentistry
- Case Acceptance
- Sales, Skills & Ethics
- Understanding Decision Making
- Focusing The Patient
- Proactive Or Reactive
- Tailoring Your Presentation
- Finding Commonalities
- Confidence
- Choices
- Modelling Who You Are & Who You Are Meeting
- Knowing The Options
- Pro’s & Con’s
- Problem > Consequence > Solution
- Carefully Asking Questions
Key References
