As dental vendors, we are often tasked with soliciting information from dentists, but not all questions are created equal.

The efficacy of our inquiries lies not just in what we ask but in how we ask.

Today, we unravel the three questions that have earned their notoriety as the worst in the repertoire.

1. "Do you know us? What do you know about us?"

Sounds harmless, right? But here's the deal – dentists get hit with this one about 20 times a week. It's a bit of a trick question. If they say 'yes,' you're putting them on the spot to prove it. If they say 'no,' get ready for a sales pitch whether they want it or not.

Better Move: Try something more open-ended. Share a cool fact about your product first. It's a friendlier way to get the conversation going.

2. "Tell me about your practice."

This question seems harmless, but it's too broad. Dentists hear it a lot, and it can make them feel like you didn't bother to learn about them or that you're making them do all the talking.

Better Move: Ask about specific things, like their favorite procedures or upcoming tech plans. Keep it focused, and you'll get a much better response.

3. "What don't you like about what you're using right now?"

This one sounds logical, but dentists don't like it. It's kind of negative, and they know it's a setup for you to pitch your product.

Better Move: Flip it around. Ask them what improvements they'd like to see or what features they wish they had. It's a positive twist that keeps the conversation friendly.

In the world of dental sales, it's not just about the questions you ask; it's about how you ask them. Make your conversations engaging, avoid the common traps, and watch your interactions with dentists become more meaningful and productive.

Because, let's face it, in the art of selling, the right questions are the bridge to success.