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