Why don’t dental CE courses teach case presentation and selling?
Because clinical educators tend to teach clinical content, and most have not built selling systems themselves. Even excellent clinical institutes like the Kois Center, whose treatment-planning courses are worth attending, openly acknowledge that marketing and case acceptance are separate disciplines you have to learn elsewhere. The CE world fills the gap with ‘dog and pony’ tricks: magic-wand demos, dental-budget calculators, scripted objection-handling routines that promise mechanical case acceptance. These workshops sell well at trade shows and produce little in actual practice. Real case-acceptance training is rare in mainstream CE because it requires teachers who have run real selling systems in real practices, not lecturers describing what they read in a sales book. The gap is most of why average dental practices stay average.
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.