Blog - Page 54 of 310 - The McAnally Selling System

Checklists for Dentistry Are Not Just for Selling

james2026-06-16T00:00:00-04:00

Are checklists only useful for selling dental cases? No, and treating them that way is a mistake. The step-by-step method matters for everything you do, not just presenting a case. Emergency services, office tours, clinical procedures, administrative tasks, anything new you bring into the practice should run on its own checklist. Go to the best clinical courses on the planet, Kois or Spear among them, and you will notice the material is laid out so cleanly you could format a checklist around every procedure. That is not an accident. We use them because they reduce errors and frustrations in our critical [...]

Checklists for Dentistry Are Not Just for Sellingjames2026-06-16T00:00:00-04:00

Do Checklists Improve a Dental Practice?

james2026-06-16T00:00:00-04:00

Can checklists actually improve outcomes in a dental practice? Yes, and the proof did not come from dentistry. A surgeon named Atul Gawande studied his own error rates, then a wider cross section of physicians, then went to the world stage and looked at what happens when systems are used in medicine. He found something profound. A simple surgical checklist, rolled out by the World Health Organization, cut the inpatient death rate by roughly fifty percent. Fifty percent, from a piece of paper. If a checklist does that in an operating room, imagine what a step-by-step method does for your emergency [...]

Do Checklists Improve a Dental Practice?james2026-06-16T00:00:00-04:00

What Happens Without a System for Selling Cases

james2026-06-16T00:00:00-04:00

What happens if I have no system for selling treatment? You get a system anyway. It just belongs to the patient instead of you. If you do not bring your own way of guiding the conversation, you default to whatever way that person uses to make a purchase, and every one of them walks in with a different one. So however they roll the dice, that is how the appointment goes, and you stand there at the mercy of each random patient. That is not a lot of fun, and it is not good for the patient either, because we have [...]

What Happens Without a System for Selling Casesjames2026-06-16T00:00:00-04:00

Why Big Dental Cases Need Multiple Selling Steps

james2026-06-16T00:00:00-04:00

Why do big dental cases need so many selling steps? Because everything that makes these cases worth doing also makes them hard to buy. The advanced services come with large dollar signs attached, since it took you years of training and a lot of chair time to deliver them. Now stack that money on top of an experience nobody enjoys. People do not love staring up at our faces looking down into their mouths with tools going in and out. Big money plus a procedure they dread plus many points to decide equals positive choosing getting hammered. So you cannot run [...]

Why Big Dental Cases Need Multiple Selling Stepsjames2026-06-16T00:00:00-04:00

Why Being Honest About Dental Fees Closes More Cases

james2026-06-16T00:00:00-04:00

Why does being honest about my fees actually help me close cases? Because dishonesty about price quietly sabotages the whole transaction. If you are squishy or evasive about what something costs, you get less success, not more, and you lose the chance to verify whether this patient can actually go forward. Being straight about the fee is part of qualifying. It tells you fast whether the means are there, theirs or someone else's, before you both invest hours in a plan that was never affordable. Patients can smell hedging, and it erodes the trust you need them to feel. So put [...]

Why Being Honest About Dental Fees Closes More Casesjames2026-06-16T00:00:00-04:00

Ethical Selling Psychology in the Dental Practice

james2026-06-16T00:00:00-04:00

Is it ethical to use selling psychology on dental patients? I would argue it is unethical not to. A handbag does no real good for anyone, and entire companies use positioning and decision psychology to sell them for thousands. What you do actually improves a person's health and happiness. When you use what we know about how people decide, you can influence patients toward the choice that is genuinely good for them, and they walk out with better physical health, better dental health, and more satisfaction in their lives. That is the whole point. The discomfort dentists feel about selling comes [...]

Ethical Selling Psychology in the Dental Practicejames2026-06-16T00:00:00-04:00

Why a Proven Sales System Beats Trial and Error

james2026-06-18T10:46:45-04:00

Why should I use a proven sales system instead of building my own? Build your own and you pay for it in pain. I know, because that is exactly what I did in my practicing days, inventing the whole thing by trial and error, one bruise at a time. A system is nothing more than a tested step-like sequence that saves you time, energy, and money. So when something already works and is in action, why drag yourself through the same mistakes to rediscover it? You adapt the proven version to your situation and skip the bleeding. Think of a pilot [...]

Why a Proven Sales System Beats Trial and Errorjames2026-06-18T10:46:45-04:00

Simplify Complex Treatment Options So Patients Say Yes

james2026-06-16T00:00:00-04:00

Why do my patients get confused when I present complex implant options? Because you are talking to a consumer like you would talk to another dentist, and the more complex the options get, the worse that habit hurts you. This is something unique to our kind of selling. We are not pitching colleagues who speak the language. We are explaining life-changing choices to anxious people who do not know a fixture from a flapper. As your options grow more sophisticated, your explanation has to get simpler, not fancier. When patients get confused, they do not make a bold choice, they make [...]

Simplify Complex Treatment Options So Patients Say Yesjames2026-06-16T00:00:00-04:00

Price Anchoring in Treatment Plans and the Coach Wallet

james2026-06-16T00:00:00-04:00

What is the price anchoring trick with the Coach wallet? Watch what happens in the store. A woman buys the twelve hundred dollar handbag, and then she adds a matching wallet for two hundred fifty. Sitting next to the big purchase, that wallet looks like nothing, so why not. That add-on is almost pure profit for the company, and it happens because of where the wallet is placed in the decision. The high number reframes the smaller one as trivial. This is anchoring, and it is everywhere once you see it. The lesson for your treatment planning is not to nickel [...]

Price Anchoring in Treatment Plans and the Coach Walletjames2026-06-16T00:00:00-04:00

Charging Above UCR for Implant Cases the Right Way

james2026-06-16T00:00:00-04:00

Can I justify charging above the usual customary rate for implant cases? You can, and you do not need to go anywhere near luxury-handbag territory to do it. I am not telling you to be nineteen thousand percent of UCR, that is not practical for any dentist. But being a hundred or two hundred percent of UCR is not an issue when the context in your practice supports it. What is that context? A genuinely good service, a trained team, and real selling steps that happen both before treatment and after the case has started. Patients do not pay more for [...]

Charging Above UCR for Implant Cases the Right Wayjames2026-06-16T00:00:00-04:00

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