Should case presentation in a dental practice be a staff-only event?
No. Any course that promises selling can happen with the doctor uninvolved is selling a fantasy. Removing the doctor from the case presentation is like removing the captain from the ship, the coach from the team, or the general from the army. The doctor is the leader of the practice in the patient’s eyes, and the case presentation is where leadership matters most. Staff can do extensive preparation, qualifying, and follow-up. The case presentation itself requires the doctor present and engaged. Programs that suggest otherwise either don’t understand patient psychology or are selling to doctors who would rather not learn the skill themselves. Skip those programs.
If the answers you are finding here resonate with you, my team and I work with a small group of clients each year. The next step is a complimentary Discovery Consultation and Practice Review with Dr. McAnally.