Does the Dentist Have To Be Selling the Cases?

Does the dentist have to be the one selling big implant cases?

Not forever, but probably for now. Look at how the big corporate clinics run it. They built sales staff into the office and pushed those people hard to learn a real sales process, which lets them pull the doctor almost completely out of the success equation. The doctor does dentistry, the trained staff handle the conversation. That is the luxury of scale. In a solo or small group practice you usually do not have that yet, so you are still part of the sales team, and that is fine. It just means you have to get the skills yourself instead of pretending the case closes on clinical excellence alone. The goal over time is to build and train staff good enough that you can hand more of it off. Until then, do not outsource your own learning to people who never trained for it.

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.