When & How the Doctor Should Enter the Conversation
The doctor’s role is brief but impactful—provide expert reassurance and close the deal.
When Should the Doctor Enter?
After the TC has built rapport, explained treatment, and discussed pricing.
Around the 20-minute mark, once options are understood.
What Should the Doctor Say?
Greet warmly and project confidence.
Reinforce what the TC has explained—avoid introducing new information.
Keep it short and positive.
Use simple, reassuring language.
How to Close the Deal
Use assumptive language about starting.
Address hesitations directly and confidently.
If cost is the issue, reinforce flexible financing and value.