Every item or service that a buyer or patient is considering buying, will have a feature (the treatment, service, or procedure), a function (what the feature does), and a benefit (what is in it for the patient). Buying decisions are based upon what will be beneficial to the person, and are not based on what the item or service is, or what the item or service does. Buying decisions are therefore based on the benefit to the buyer. In speaking with patients, it is helpful to always giving the benefit first. Any discussion of fees for the procedure should relate the fee to the benefit the patient will experience, rather than relating the fee to the feature.
Published in Chapter:
T-Scan as a Patient Education Tool
John R. Droter, DDS (The Pankey Institute, USA)
Copyright: © 2015
|Pages: 33
DOI: 10.4018/978-1-4666-6587-3.ch015
Abstract
The T-Scan is an effective patient education tool for illustrating existing occlusal pathology. It presents complex occlusal information in a visual format that is easily understood. The T-Scan applies to all stages of the teaching/learning process because its recorded data forms the framework upon which a doctor/patient discussion can begin regarding the patient's occlusal disease manifestations, the potential benefit of treatments, and the risks of not undergoing corrective treatment. When used as part of an educational strategy, the T-Scan can lead the patient to accept procedures that would benefit their long-term dental health. This chapter outlines the four stages of creating optimum dental health, the steps required to perform effective teaching and learning, the differing styles of teaching and learning utilized in educational forums, and how to best employ the technique of Feature, Function, and Benefit. A case study illustrates how T-Scan data can educate a patient about their own occlusal problems.