What is takeaway selling in a dental case presentation?
It is being honest up front that you and the patient both have to agree to some things, or this does not happen. There is a cost. There is an amount of chair time and healing time. There are responsibilities that fall on the patient, not just on you. Saying that plainly is takeaway psychology. You are not begging for the case. You are setting the terms of a serious partnership and letting the patient choose in. I build this right into the written report so the cost and time discussion is unavoidable at the presentation. Counterintuitively, when something can be taken away, people want it more. The dentist who acts desperate to do the case signals it is not worth much. State the conditions, mean them, and let the patient step toward you instead of you chasing them.
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.