WELCOME TO

THE
HABIT CHANGE
CHALLENGE

EMAILS
YOUR LISTERINE SAMPLE AND EDUCATIONAL MATERIALS WILL SHIP
IN 1 WEEK OR LESS
We hope youre excited to learn how to more effectively communicate with patients in your practiceall while
gaininga deeper understanding of the LISTERINE brand.
Please use the link below to answer a brief survey. Resultsfrom this survey will be used to provide the best
programming possible for dental professionals.

We call these techniques THE 4 ESSENTIALS OF PATIENT COMMUNICATION:

Co-creating Goals With Patients (The Mirroring Method)

Conrming Patient Understanding (Ask-Talk-Ask)
Visualizing the Daily Routine (The Storytelling Strategy)
Diagnosing Nonadherence (REAL Probing)

JUST AS LISTERINE IS BACKED BY EVIDENCE-BASED SCIENCE, THE CONTENT OF THIS PROGRAMME CITES
EVIDENCE-BASED COMMUNICATION TECHNIQUES.

By successfully completing the programme, you will receive THE ESSENTIAL CONVERSATION GUIDE, which
provides an in-depth review of the theory and techniques behind patient behaviour change, additional
communication techniques, and tips for applying them to your practice
 1. Start with an open-ended question about the patients oral health goals
2. Listen to the exact words and ideas the patient uses to describe the possible consequences of poor dental
hygiene in their life
3. Recognize your shared goals and reinforce recommended behaviours by MIRRORING the exact words and
ideas that the patient uses

You had quite a bit of plaque at your cleaning today. Why do you think that is?

I thought I was CLEANING MY TEETH properly with what I was doingbut maybe not? Ive had
FILLINGS in the past and I dont want to have ANY MORE, so I know its important to get it right.

Thats right. The best way to avoid ANY MORE FILLINGS is to CLEAN YOUR TEETH twice a day
with a toothbrush and uoridated toothpaste, and with an interdental device. Would you like
me to demonstrate some of these techniques for you?

Please use the link below to answer a brief survey. Results from this survey will be used to provide the best
programming possible for dental professionals.
 FACT: ASKING OPEN-ENDED QUESTIONS HELPS GAUGE PATIENT UNDERSTANDING

THE 2ND ESSENTIAL COMMUNICATIONTECHNIQUE: ASK-TALK-ASK

STEP 1: ASK

Start a recommendation by asking the patient an open-ended question about their knowledge, feelings, or experience with the
recommended oral care habit
Do not immediately educate/inform the patient on the importance of the desired behaviour
Listen and note the degree of the patients understanding andthe nature of any obstacles they might face

STEP 2: TALK

Then, specically address questions or misstatements of fact that you heard

Don't attempt to address more than the patient's questions or challenge the patient's beliefs
Once you have addressed any questions or misstatements, state your recommendation

STEP 3: ASK

After talking, ask the patient if they have any additional questions or concerns

USE THIS DIALOGUE BETWEEN YOU AND A PATIENT ABOUT LISTERINE AS AN EXAMPLE:

What do you know about the use of mouthwash in your oral care routine? Do you have any experience using
mouthwash?

Ive used it occasionally in the past to freshen my breath, but dont know much beyond that. Is it something that I
should be using?

There are antimicrobial mouthwashes available to help reduce plaque when used daily, for instance those
found in the LISTERINE product range, such as LISTERINE Total Care. Do you have any questions about it? I'd be
happy to answer them now.
FACT: INCOMPLETELY INGRAINED HABITS TEND TO FADE OVER TIME, WHEREAS STRONGLY
INGRAINED HABITS WILL OFTEN STRENGTHEN OVER TIME.

Patients to walk you through a brief story about how they see the desired habit being integrated into their
lives/routines.
The more details the story contains, the more effective it will be in establishing the habit
This action serves as a rehearsal, just as an athlete seeks to establish muscle memory in a sport

Brief stories of your own experiences in habit formation (e.g. trying LISTERINE).
Your experiences with starting a new routine may help build empathy and trust, as well as reinforce your oral
care recommendations

HEAR THE BOLD STORY OF 3-STEP DAILY ORAL CARE

First, brushing removes plaque from the surfaces of the teeth

Then, interdental cleaning removes plaque in hard-to-clean areas between teeth

But other areas of the mouth act as reservoirs for bacteria that can recolonize on teeth following
mechanical removal1

Thats where LISTERINE comes in. It reaches virtually the whole mouth, killing bacteria and
penetrating deeply into the plaque biolm that brushing and interdental cleaning may leave behind1,2
FACT: FACT: THERE ARE AT LEAST 10 COMMON REASONS WHY PATIENTS DON'T ADHERE TO
PROFESSIONAL RECOMMENDATIONS.

The single best way to identify the particular cause for nonadherence is to ask very specic questions, probing for the reason
your patients do not sustain habits they have begun to establish. Use the 4-step 'REAL' technique to help you:

REMEMBER that most patients are trying their best

ENCOURAGE your patients and offer positive reinforcement

Praise your patients for steps they are already taking
This helps encourage patients to improve their oral health

ASK them specic questions

Probe to uncover what obstacles they are facing in their oral care routine
Have personal or health-related circumstances changed, disrupting their established ritual?
Have priorities in their personal life shifted (e.g. family illness or the demands of a new job)?

LISTEN to the patient and think of solutions that focus solely on eliminating that obstacle
Depending on the obstacle, any of The 4 Essential Communication Techniques may help you achieve this
(e.g. The Storytelling Strategy)

THINK ABOUT YOUR EXPERIENCE WITH LISTERINE OVER THE PAST MONTH

How well have you been able to make LISTERINE a part of your daily routine? Did any hurdles come up? If
so, how did you overcome them? Your creative solutions may be helpful information to share with patients.