Why should a dental case presentation have more than just the doctor and patient in the room?
Because the data on two-person sales presentations is older than any of us. IBM ran an internal study in the mid-twentieth century comparing client conversion when one salesperson attended client meetings versus two. The two-salesperson version converted significantly more, even when the primary salesperson was not the company’s strongest closer. IBM adopted the two-rep policy across its sales force on the strength of the data. Dental practices benefit from the same dynamic. The doctor presents the case. A second person from the practice (ideally the financial coordinator) sits in. The patient registers the second person as a witness, an ally, and sometimes a trusted-advisor figure they can ask sideline questions of during the conversation. The acceptance numbers respond.
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.