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    7 behavioral cues that lead to increased treatment acceptance

    Use DISC to determine how your patient will react to information.

    Most big dental consulting groups will use some version of DISC personality types to introduce a dental team to the fact that both the team and the clients have different personalities and react to information in different ways.

    The problem I had was it was an introduction only; they gave us the words but not the ability to use the information in day-to-day application. I will give a brief explanation of DISC and some tips on how to actually use the information.

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    DISC was developed to simplify the old Meyers-Briggs personality assessment. There are four groups, and each has specific reactions to information. We are really a mix of all these types with one or two being our most dominant way of processing and using information.

    D - Dominant

    This person is forceful and action-oriented. He or she has projects and goals. Dominants want to get things done, and you should approach them in a no-nonsense way with a plan in place.

    I - Influencer

    The influencer is a person interested in personal interaction. He or she is most often friendly, accepting and warm and likes to be the center of attention. You may want to let them tell their story and show them empathy.

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    David Black
    Drawing on over 40 years of clinical experience, Dr. Black focuses on speaking and coaching through in-office consultation. Dr. Black ...


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