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Optimizing Patient Presentations: Mastering Persuasion and Credibility

Learn how to effectively communicate with patients, build trust, and persuade them towards better healthcare decisions. Discover the power of verbal, vocal, and visual elements in your presentations.

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Optimizing Patient Presentations: Mastering Persuasion and Credibility

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  1. Ideas to Optimize Your Patient Presentations John V. Guiliana, DPM, MS

  2. What Makes a GREAT Doctor?

  3. Persuasion versus Manipulation

  4. Persuasion(Credibility + Trustworthiness) • credible person= expert experienced, qualified, intelligent, skilled) • trustworthy = honest, fair, unselfish, caring).

  5. It’s all in your presentation! What the heck is he talking about?

  6. The Elements of Communication • Verbal • Vocal • Visual It starts with your beliefs!

  7. The non-verbal basics Eye Contact Body Language Listen!

  8. THE “CONNECTION” BEGINS WITH LISTENING SKILLS ACTIVE VERSUS PASSIVE

  9. GAINING EMPATHY THROUGH THE EFFECTIVE USE OF QUESTIONS OPEN ENDED VS CLOSED ENDED QUESTIONS

  10. “I HEAR YOU” FEEDBACK • I UNDERSTAND • I SEE • UH-HUH • HEAD NODS • PARAPHRASE

  11. The VERBALCanned Speech

  12. Present from a “want” perspective Not from a “need” perspective!

  13. Needs vsPossible Wants Bunion surgery? Orthotics? P&A? Shoe variety/comfort Preclude the need for surgery Eliminating the need for “bathroom surgery”

  14. Say what it is…Not what it isn’t… DO NOT think of a white carnation!

  15. Speaking Influentially • Tone • Pace • Volume • Mirroring • Law of Decisiveness • Law of Contrast • Law of Association

  16. Be sure to answer: - Be verbally efficient - Layperson’s term only! What is it? Where did it come from? What do we need to do about it

  17. The stories your are about to hear are true… Disclaimer…

  18. It’s essential that we get you into a functional foot orthotic Maybe you need an orthotic

  19. It’s essential that we get you into a functional foot orthotic Maybe you need an orthotic

  20. Your orthotic will control the mechanical weakness of your foot The orthotic will help support your arch

  21. Your orthotic will control the mechanical weakness of your foot The orthotic will help support your arch

  22. I’m going to prescribe a helpful device for you to wear I’m going to give you a DME product that will help

  23. I’m going to prescribe a helpful device for you to wear I’m going to give you a DME product that will help

  24. …in order to stretch the ligament during your sleep when it wants to tighten up So this ligament is tight. A night splint will be important here. Sue will be right in to dispense it.

  25. WHY? …in order to stretch the ligament during your sleep when it wants to tighten up

  26. In order to keep (get) this wound closed, we need to redistribute pressure away from the area We need to use a device to offload this ulcer

  27. In order to keep (get) this wound closed, we need to redistribute pressure away from the area We need to use a device to offload this ulcer

  28. Some examples of “canned speech”

  29. The orthotic is essential for your condition. It is designed to control the mechanical instability of your feet, much like eye glasses control the instability or weakness in our eyes. They often help prevent the need for surgery…

  30. The orthotic is essential for your condition. It is designed to control the mechanical instability of your feet, much like eye glasses control the instability or weakness in our eyes. They often help prevent the need for surgery…

  31. The orthotic is essential for your condition. It is designed to control the mechanical instability of your feet, much like eye glasses control the instability or weakness in our eyes. They often help prevent the need for surgery…

  32. The orthotic is essential for your condition. It is designed to control the mechanical instability of your feet, much like eye glasses control the instability or weakness in our eyes. They often help prevent the need for surgery…

  33. The ankle/ foot orthosis is crucial for your healing. It is designed to stabilize and rest the tendon when you walk. It will hopefully help prevent the need for surgery

  34. When you sleep, your foot relaxes and the ligament that we talked about contracts. That’s why your first few steps in the morning are the most painful. A night splint is used to stretch the ligament during your sleep.

  35. It’s crucial that you wear extra-depth shoes that are designed to help prevent diabetic foot complications. These are covered under Medicare and you are entitled to one pair per year.

  36. Power Words Important Essential Crucial Critical Imperative Vital

  37. Finally...

  38. Be your patient’s physician Not their financial advisor!

  39. Thank You! Jguiliana@aappm.org

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