understanding patient compliance presented by john guiliana, dpm, ms
DESCRIPTION
VS.TRANSCRIPT
Understanding Patient Understanding Patient Compliance Compliance
Presented byJohn Guiliana, DPM, MS
What Makes a Good Doctor?What Makes a Good Doctor?
Mistakes From the Trenches
VS.
It’s all in your presentation!It’s all in your presentation!
What the heck is he talking
about?
It Starts It Starts with with Your Your
BeliefsBeliefs
PersuasionPersuasion(Credibility + Trustworthiness) (Credibility + Trustworthiness)
Credible person = expert experienced, qualified,
intelligent, skilledTrustworthy =
honest, fair, unselfish, caring
Entering a RoomEntering a RoomPositionMaintain spaceSocial interaction first!The ultimate questionSkineticsMirroring
Mistakes From the Trenches
Active Listening versus Passive Active Listening versus Passive ListeningListening
Seeking empathy“I hear you” cues“Needs” versus “Wants” Paraphrasing
Mistakes From the Trenches
Canned SpeechCanned SpeechExplaining etiologies Surgical presentationsOrthotic presentationsDME/ IOD presentations
Always answer:Always answer:
What is it?Where did it come from?
What’s next?
Present from a “want” perspectivePresent from a “want” perspective
Not from a “need” perspective!
Possible WantsPossible Wants
Bunion surgery?
Orthotics?
P&A?
Shoe variety/comfort
Preclude the need for surgery
Eliminating the need for “bathroom surgery”
Say what it is…Say what it is…Not what it isn’t Not what it isn’t
DO NOT think of a
white carnation
!
Speaking InfluentiallySpeaking Influentially
TonePaceVolumeBody
LanguageMirroring
Law of Decisiveness
Law of ContrastLaw of
AssociationLaw of Friends,
Family, and Self
14
Power words…Power words…CriticalCrucial
EssentialImportant
Prevent/precludeAs a means of…
Exiting the treatment roomExiting the treatment roomKeep your hand off the knob!Explain next step/expectationsAny questions?
