Why don’t dental schools teach case presentation structure or selling?
Because dental schools are clinical training institutions, and selling falls outside their mission. The dean of clinical sciences is unlikely to be a sales expert. The curriculum has finite time and clinical competency must come first. The result is generations of dentists graduating with strong clinical skills and zero training in how to talk to patients about money, options, or decisions. They learn case presentation by watching what their mentors do, and their mentors learned the same way. The pattern is generations old. Fixing it requires post-graduate investment that most dentists never make. The minority who do invest in case-acceptance training routinely outperform their peers by significant margins, often on identical clinical work. The gap is not knowledge of dentistry. The gap is knowledge of selling.
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