Are you comfortable talking about sales in dentistry? That's what I want to talk about today. As I first started getting into the dental implant world, I thought it was interesting how we talk about how much treatment did you present and how much treatment is accepted, rather than actually closing sales and closing deals and stuff like that.
Now, there's nothing wrong with that terminology, it's just it's not the norm in dentistry to really talk about sales. Now, I have a definition that I'd learned from a guy named Dan Sullivan about sales, and I think it really, really, really fits inside the dental implant world because sales really is what makes the world go round. And the definition goes like this, getting someone to emotionally commit to a better future. That's it. That's what sales are. And when you think about sales in that way, are dental implants a better future for this individual? 100%. Could it change their life? 100%. Could they actually eat again? Could they be healthier again? Could they be confident again?
Now, if we're not excited to sell something that is so transformational for patients, I don't know what would get us excited. Dental implants and this procedure, and being able to do that is like the coolest thing to be able to sell. When it comes to high end dental implant procedures, we have to throw out the concept of, well, I'm just going to show them how much it's going to cost or... Oh, and actually you can't talk about price in dentistry, right?
Instead of price and cost, it's fees. What are the fees associated to this kind of a treatment? Which is totally fine, but in the back of our brains, we have to understand that it is our job. We have an obligation to get these people to emotionally invest in a better future for themselves because that's the end result we know is going to happen.
Let's have a sales mentality, let's have a sales mindset that we are going to help people get that better future. As we keep going down this journey together, we're going to talk more and more about sales. Hope you're excited.