What is a qualifying step in the dental sales process and why do I need one?
A qualifying step is the part of your process that deals head on with the single biggest reason a given patient would not buy. Every product and service has one main hurdle, and yours is no exception. For some patients it is what they believe about implants or about dentistry itself. For others it is how much time treatment takes, because speed matters more than people admit. For many it is cost. There is a long list of these barriers, far more than I could cover in one sitting. The point is you should not stumble into them mid presentation. Build a step that surfaces the main barrier early, on purpose, so you can address it before you ever get to the plan. Skip qualifying and you will keep getting blindsided by objections you could have seen coming and handled calmly.
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.