Blog - Page 88 of 310 - The McAnally Selling System

Why Listening Wins the High Value Dental Consultation

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

Why is listening so important during a high value dental consultation? Because the patient is telling you why they will buy, and most dentists are too distracted to hear it. The pro asks great questions, then listens intently to the answers, not only to what is said but to what it means. That second part is where the money is. Listen for the unspoken thing, the worry behind the words. We live in an age that is wrecking attention spans, and the phone in your pocket is the worst offender. Smart phones do not always make you smart. Before you walk [...]

Why Listening Wins the High Value Dental Consultationjames2026-06-16T00:00:00-04:00

How to Build Rapport With a New Dental Patient Fast

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

How do I build rapport with a dental patient I just met? Find something you share, and find it fast. The decision about whether there is a next step gets made in the first half hour, so you do not have time to slowly get acquainted. Start by asking the patient to tell you a little about themselves, then actually listen for the overlap. There is ten years of data behind this. If you are like me in some way, I like you, and people say yes more readily to those they know and like. Almost everyone you meet has something [...]

How to Build Rapport With a New Dental Patient Fastjames2026-06-16T00:00:00-04:00

Why Top Dentists Use a Consultation Checklist Every Time

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

Why do successful dentists use a checklist during patient consultations? Because memory fails and a checklist does not. In a fifteen minute consult you have to look the part, ask the right questions, find common ground with the patient, keep hunting for what is really motivating them, and decide whether you can genuinely help. That is a lot to carry in your head while a stranger is sitting in your chair. Try to wing it and you will forget the question that mattered most. A pilot does not skip the preflight just because they have flown a thousand times, and you [...]

Why Top Dentists Use a Consultation Checklist Every Timejames2026-06-16T00:00:00-04:00

Why a Dentist Selling Cosmetic Work Needs Nice Teeth

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

Should a dentist who sells cosmetic work have their own teeth fixed? Absolutely you should, no ifs ands or buts. If you are out there preaching beautiful, healthy teeth and your own smile is a mess, you have a credibility problem you cannot talk your way around. Why would anyone buy nice new teeth from someone who does not have nice teeth themselves? They will not, and deep down you know it. Get them bleached, get them veneered, do whatever it takes to make them look good. This is not vanity. It is the same logic as a personal trainer who [...]

Why a Dentist Selling Cosmetic Work Needs Nice Teethjames2026-06-16T00:00:00-04:00

Does a Dentist Professional Dress Affect Case Acceptance?

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

Does how a dentist dresses actually affect whether patients accept treatment? Yes, and it is not close. Picture two dentists. One looks sloppy, the other is in a sharp suit and tie and clearly looks the pro. Almost everyone picks the second one without thinking about it. That is liking, trust, and reflexive decision making happening before you say a word. You would not watch a ballet dancer perform the Nutcracker in surfer trunks and flip flops, so do not show up to sell a forty thousand dollar case looking like you rolled out of bed. The data on attractiveness and [...]

Does a Dentist Professional Dress Affect Case Acceptance?james2026-06-16T00:00:00-04:00

How to Introduce Yourself to a New Dental Patient

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

How should I introduce myself to a new implant patient at the consultation? Never let the doctor just wander into the room. That throws away every bit of expert status you built up in your marketing and on the phone. Have someone formally hand the patient off to you. Something like, this is who you have been reading about, I am pleased to introduce you to Dr. Smith who is going to ask you a few questions and take good care of you, and I will still be right here helping. That handoff does real work. It tells the patient you [...]

How to Introduce Yourself to a New Dental Patientjames2026-06-16T00:00:00-04:00

The Right Way of Introducing the Doctor to a Patient

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

What is the right way to introduce the doctor to a new patient? With a deliberate, formal handoff that makes the patient feel something is about to happen. The wrong way is the common way: the doctor just wanders into the room, and all the expert status you spent the whole visit building quietly evaporates. Do not let that happen. The assistant should set it up like an event. This is the doctor you have been reading about, I am pleased to introduce you to Dr. Smith, who is going to ask you a few questions and take very good care [...]

The Right Way of Introducing the Doctor to a Patientjames2026-06-16T00:00:00-04:00

Does Authoring a Book Build Dentist Authority?

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

Does writing a book really make a dentist an authority to patients? It is one of the fastest ways to earn expert status that nobody around you has. Think about it. When a patient is handed a book the doctor actually wrote, with a real retail price on the cover, the message lands before they read a page: this person is the authority. Almost no dentist in your area has done it, so it sets you apart instantly. It works as reciprocity too, since you are giving away something of genuine value. The only thing that beats it for instant credibility [...]

Does Authoring a Book Build Dentist Authority?james2026-06-16T00:00:00-04:00

Do Patient Education Videos Sell Dentistry?

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

Do patient education videos actually help sell dental treatment? Not the way the vendors at the meetings tell you. They stand up there and claim patients will buy dentistry simply because you played a video. That is not true, and I would not buy a system on that promise. The real value is different and more durable. A video keeps your staff from going numb saying the same thing for the hundredth time, and it stops them from skipping important details, which happens fast when humans repeat a script all day. It also tailors itself to what showed up on the [...]

Do Patient Education Videos Sell Dentistry?james2026-06-16T00:00:00-04:00

Why Use a New Patient Consultation Checklist

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

Why do dentists use a checklist during the new patient consultation? Because there are too many moving parts to trust your memory, and the cost of forgetting one is huge. Think about everything that has to happen on a single consultation. Hand off the gift, deliver the reason why tour, decide if this is an aesthetic patient who needs a full-face photo, decide if it is a niche case that needs full-mouth imaging, run the right video, brief the doctor. Miss the smile preview on the right patient and you may have lost the case entirely. A checklist is not a [...]

Why Use a New Patient Consultation Checklistjames2026-06-16T00:00:00-04:00

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