Dental Sleep Medicine Insider January DSM Insider 2018 | Page 16

Research shows patients will be symptomatic apneics for
5.2 years before their physician suggests evaluating their
sleep. That means your patient’s condition has become
normal for them.
3. Close One Step
at a Time
When effectively screening a
patient’s sleep health, don’t
sell a sleep appliance. Close
them one step at a time. Ask
questions and listen, then gain
agreement that there could
be a problem linked to con-
sequences, and close for the
sleep test. It is imperative to
truly get the patient to own
their condition. When they
do, allow them to co-create
the idea of therapy alongside
of you, as if it is their idea to
make a difference. Listen.
4. Handle Objections Ef-
fectively with “E.C.I.R.”
Some objections are a knee
jerk reaction, but others are
real. How do you know? Ask
the right questions, listen, and
respond empathetically.
Try these simple steps:
1. Empathize – connect with
your patient and truly feel
where they are coming from
and why.
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2. Clarify – confirm that you
completely understand their
objection.
3. Isolate – validate this is their
only objection.
4. Respond – respond with
confidence and care.
In closing, lead with purpose
and good intention.
Edu-
cate your patients and create
a sense of urgency until they
own their condition. When
you do, more patients will say
YES to their sleep test.
Ryan Javanbakht,
Co-Founder of
SleepTest.com
Ryan Javanbakht is a
Co-Founder of SleepTest.
com. Ryan demonstrates
his passion to help people
through providing engaging
experiences that get his
audience to take action.
He has lectured extensive-
ly, including presentations
at the American Academy
of Dental Sleep Medicine
Annual Meeting, i-CAT
Congress, Henry Schein,
VaTech, Benco, Burkhart
and Invisalign continuing
education events.