Is ethical selling really good for the patient or just for my revenue?
It is good for the patient first, and that is the whole point of doing it ethically. Ethical selling is getting a patient to do something genuinely good for them. The goal is to engage them emotionally, then get them committed to follow through with treatment that improves their health. A patient who needs the work but walks out undecided does not get helped. The disease keeps progressing. So the dentist who shrugs and says he does not want to push has failed the patient, not protected them. Selling done right is not pressure, it is leadership through a hard decision the patient is scared to make. If your discomfort with selling leaves sick patients untreated, reframe it. Learning to lead that decision well is part of your duty of care.
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.