Why give patients three treatment options instead of just recommending one?
Because the moment you hand someone a single take-it-or-leave-it recommendation, you have cornered them, and cornered people get defensive. A patient who feels no room to choose will protect themselves by saying no. So I always lay out three real paths. Stabilize and buy time. Go to complete care. Or do nothing at all. That third one is real, and some patients will pick it, and that is their right. Giving the full set does two things. It respects that the decision is theirs, which is the heart of ethical selling. And it lowers the resistance that a one-option pitch creates. People say yes to choices they made, not to choices made for them. Think of it like a good restaurant menu versus a waiter telling you what you are eating. One feels like service. The other feels like a trap.
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.