WHY AM I TALKING?

Dr. Abraham Verghesi is a best selling author and world renowned physician. In his book “Cutting for Stone”, he tells his residents that the most important organ in the body is the ear. Why? Because to be a great doctor and exquisite diagnostician,  you must train yourselves to listen to what your patients tell you.

All day long, as dentists, we diagnose dental problems and offer treatment solutions. Our patients seek us out for our ability to provide answers to their questions and concerns. Why is it then that some dentists are more successful than others in convincing patients to accept treatment? Advanced clinical abilities, expertise in multiple disciplines, salesmanship and communication skills are all important attributes for success with case presentation. But I find the most successful docs are the ones who have trained themselves to listen – to listen intently to what their patients tell them, and to truly hear their patients’ concerns, fears, and uncertainties.

It has been said that we have two ears and one mouth so we should listen more than we speak. Isn’t it interesting that the word “listen” contains the same letters as the word “silent”. So the next time that you are having a conversation with a patient, remember the acronym WAIT- Why Am I Talking?

My take away message – participate in the conversation but don’t dominate the conversation. Be interested rather than interesting, and the results will amaze you!