What is the automatic system and how does it affect dental sales?
It is the fast, instinctive part of a patient’s mind that decides whether you feel safe to trust, and it runs long before the patient consciously weighs your treatment plan. It can work for you or against you. Stack trust, keep the pace easy, and the automatic system says yes while the thinking mind stays relaxed. But push time pressure, or let a sketchy facility throw off the signal, and that same system flips negative. Now the two systems are out of sync and the patient pulls back. Most dental school training never mentions any of this. So watch what your behavior, your pacing, and your environment are telling the patient’s gut. That instinct is voting on every case, whether you manage it or not.
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.