Train yourself on 3 different ways to go over findings and treatment. A few people will say “NO” almost as a knee-jerk reaction. Continue explaining and motivating the patient to move forward with treatment. This will help fill voids of information and make it more likely for them to accept treatment. 

EXAMPLE

FIRST TIME

DOCTOR: As I have discussed, this cavity is pretty large and needs a crown, we need to get you on the schedule to get started.

PATIENT: Sure, let me think about it (This is a polite way of saying NO!)

SECOND TIME

DOCTOR: Ok, before you leave, I just want to show you this picture. This is a picture of the tooth layers. A cavity starts in the outside layer and eventually makes its way into the second layer where it is much closer to the nerve and may end up needing much more complex nerve treatment. You have the opportunity to treat this condition now before it gets more serious.

PATIENT: Ok, well I think I’ll just wait until my next cleaning and see if it starts bothering me. (The patient is telling you that their main motivator is pain)

THIRD TIME

DOCTOR: It is true that sometimes cavities cause pain for some people, but the reality is that sometimes cavities have a way to creep up and cause a lot of destruction before causing any symptoms. By the time it starts hurting it may be too late to do anything conservative and at that point you may need to be seen by a specialist for nerve treatment or tooth removal.

This is usually the point where real objections come out. Unless they express the real barrier, you will be boxing with a shadow.

PATIENT: 

• Well, am I going to need a shot? 
• I went to another clinic and they did a crown that turned into a root canal, it was a horrible experience. That tooth never bothered me before.

Now you can tackle the real objection by starting the 3 times cycle again.

WHY IT WORKS?

Most things that are worthy in life have to be fought for:

People will say no until they figure out that it is worthy of a challenge.

If you give up at the first no, then that is confirmation that it wasn’t needed, but if you insist with true conviction and help people figure out a way to work things out, then they’ll know that if you are so passionate about the subject it must be worth it.