Blog - Page 77 of 310 - The McAnally Selling System

Identify Case Barriers Before the Patient Presentation

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

Why should my team identify barriers before the case presentation? Because the surprise you don't plan for is the one that sinks the case. Before you present, sit with the doctor and team and ask what they picked up during the workup that could blow up in the room. I had a patient wearing upper and lower dentures whose own husband didn't know. Our system caught it during the complete dental physical, and that was an immediate red flag, because imagine that coming out cold during a presentation with him sitting right there. We talked to her ahead of time, made [...]

Identify Case Barriers Before the Patient Presentationjames2026-06-16T00:00:00-04:00

Skip the Fee Breakdown During Your Case Presentation

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

Should I show patients a detailed breakdown of fees? Not at the presentation. Keep the number clean. When you hand over the fees, don't itemize every service and line item, because a breakdown invites the patient to start auditing parts instead of weighing the whole decision. At this moment they're choosing whether to fix their mouth, not pricing individual components against each other. A detailed invoice turns a yes-or-no into a line-by-line negotiation, and that's where good cases die. So present the fee simply, one straightforward number per option. If real questions come up later, you can get into more detail [...]

Skip the Fee Breakdown During Your Case Presentationjames2026-06-16T00:00:00-04:00

Prepare Every Payment Options Template Before You Present

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

How many payment options should I prepare for a case presentation? Prepare all of them, every time. I keep at least three treatment options, and for each one I build a separate payment arrangement sheet, plug in the fee, print it, and have it ready before the patient walks in. Why all three when they'll pick one? Because patients are unpredictable. Plenty leave the clinical presentation still undecided, leaning one way and then another, and if the option they land on is the one you didn't print, you've stalled the close while you scramble. Momentum dies in that gap. Having every [...]

Prepare Every Payment Options Template Before You Presentjames2026-06-16T00:00:00-04:00

Using Scarcity on Dental Fees the Ethical Way

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

Is it ethical to use scarcity and deadlines on dental fees? It is, if the scarcity is real. Humans move when something is about to be lost. That's not a trick, it's just how people work, and you can use it for good. Your discounts genuinely expire. Your doctor's start times for these big cases are genuinely limited, because you can only have so many of them open on the schedule at once. So say so. Let the patient know the just for you fee won't sit there forever and that reserving a start time matters because those slots fill. What [...]

Using Scarcity on Dental Fees the Ethical Wayjames2026-06-16T00:00:00-04:00

Handle Friends and Family Objections to Dental Treatment

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

How should I handle friends and family second-guessing the treatment? Address it before it ambushes you. Patients today don't decide alone. The minute they leave, a spouse, a sibling, a coworker, and a thousand strangers online will weigh in on what you offered, none of them in this patient's mouth and none of them knowing the situation. If you pretend that crowd doesn't exist, it controls the case from outside the room. So name it during the presentation. Acknowledge that people who care will have opinions, and that opinions from folks who aren't wearing their shoes aren't the same as a [...]

Handle Friends and Family Objections to Dental Treatmentjames2026-06-16T00:00:00-04:00

Get the Financial Decider on Your Side Before Fees

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

How do I get the patient's spouse on board during a case presentation? Win them early and win them human. The person controlling the money often isn't your patient, and if it's their first time in your office they arrive a little defensive, ready to protect the household. You don't argue them into yes. You relate to them. Find the similarity, the shared kid or hometown or hobby, and build the bridge before the fees ever come up. By the time you discuss money you want them sitting on the same side of the table as the patient, not across from [...]

Get the Financial Decider on Your Side Before Feesjames2026-06-16T00:00:00-04:00

Adjust Fees for Financing So You Keep Your Margin

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

How do I adjust fees when a patient will likely use financing? Build it in ahead of time. Third party financing isn't free to you. The lender takes a cut, and if you ignore that, the discount you're effectively giving comes straight out of your margin. So if the credit report is strong and you have good reason to think this patient finances the case, set the fee to account for it before you ever present. Same logic applies to the patient who is unusually difficult, chronically late, or eats extra chair time. Those are real costs. Build for them while [...]

Adjust Fees for Financing So You Keep Your Marginjames2026-06-16T00:00:00-04:00

Run a Credit Report Before You Offer Patient Financing

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

Why run a credit report before presenting third party financing? Because you don't want to dangle financing you can't deliver. Run the credit report before the presentation. If it comes back weak, take third party financing off your plan entirely, because offering it and then watching the patient get declined in the room is a brutal way to kill a case. If it comes back strong and you expect them to finance, do the opposite work. Build a little extra into the fee to absorb the cost of discounting that financing, so the lender's cut doesn't come out of your hide. [...]

Run a Credit Report Before You Offer Patient Financingjames2026-06-16T00:00:00-04:00

The Just For You Discount That Motivates Implant Patients

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

Should I offer a personal discount on dental implant cases? I like a small, named discount for each patient, and I call it the just for you discount. Not because the case needs the money knocked down, but because people are moved by feeling chosen. Find one real reason. Maybe they're a veteran, or active military. Maybe they're a teacher. Maybe they'll share a testimonial at the end of treatment and you reward that. Pick something true for that specific person so it lands as personal rather than a blanket sale. The point isn't the dollars. It's the feeling that your [...]

The Just For You Discount That Motivates Implant Patientsjames2026-06-16T00:00:00-04:00

Verbal Fee Framing: Match Your Quotes to Avoid Shock

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

Why should treatment fees match what I told the patient earlier? Because the whole reason you framed a verbal fee range at the first visit was to spare the patient a shock later. If you said a case like theirs runs in a certain range, then come back at presentation with a number outside it, you've broken the one promise that was doing quiet work for you. The patient went home, sat with that range, and started wrapping their mind around it. That mental rehearsal is what makes the real number feel survivable. Blow past it and you reintroduce the exact [...]

Verbal Fee Framing: Match Your Quotes to Avoid Shockjames2026-06-16T00:00:00-04:00

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