Is selling dentistry fundamentally different from selling cars, TVs, or other consumer goods?
Yes, in the most important way. Dentistry is a service that genuinely improves the life of the person receiving it. Restored function, reduced pain, better self-confidence, better systemic health. The seller of a car or a TV is moving a product that the buyer may or may not actually need. The seller of dentistry is moving a service the buyer often urgently needs and is at risk without. That moral asymmetry matters. It means the dentist who declines to learn selling is not staying above some grubby trade. They are leaving real patients without real help. The selling techniques that work in dentistry are not the same as the manipulative closing tactics from a car lot. They are ethical, evidence-based ways to help patients understand and commit to care that benefits them. The product matters. Dentistry is a different product.
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.