By: Michael Eid
Dental school will teach you how to perform basic dentistry—but one thing that often gets overlooked is how to communicate with patients.
The truth is, patients don’t just buy treatment; they buy trust.
The way you talk to them will make or break whether they accept your recommendations.
Listen First
Most patients come in with fears or doubts. Instead of jumping straight into a treatment plan, ask open-ended questions and listen. Sometimes what they need most is to feel heard.
In any business, you don’t sell treatment, you sell emotion. If you can get someone to have an emotional response to something, they are more likely to follow you.
Simplify the Language
Instead of saying “periodontitis” or “Class II composite,” patients don’t connect with these terms. Say “gum disease” or “filling between the teeth” first—then explain further if they ask.
Use Visuals
People believe what they can see. Show them their X-rays, intraoral photos, or use a model. It turns an abstract problem into something real. Spend time and show them why you derived your treatment plan.
Handle Objections Gently
Cost, fear, and time are the biggest barriers. Don’t bulldoze through them. Acknowledge the concern, empathize, and then guide them toward a solution.
Telling a patient they owe X amount of money can be frightening, but by breaking it down visit by visit patients are able to rationalize and come up with a fiscal plan.
Confidence Without Pressure
Patients can sense when you’re unsure. Present your recommendation like you would to a family member: with confidence.
If your family was in the chair, wouldn’t you want to give the best treatment possible? Regardless of the cost of treatment? Exactly.
- Give treatment plans with confidence.
- Don’t compromise treatment because you assumed a patient’s finances.
- Give your honest, ethical treatment plan and then have a discussion to modify the patient’s finances.
Final Thought
Your hand skills will get patients teeth restored—but your communication skills are what will keep your chairs filled. Learn to talk teeth, and you’ll be ahead of the game before you ever touch a handpiece. Emotional intelligence is key.
