Is case acceptance just a fancy word for a sales closing ratio?
Yes, and pretending otherwise is part of why so many dentists struggle with it. In plain business terms, case acceptance is your closing ratio, the percent of proposals that turn into accepted treatment. Every other industry calls it closing, but that word scares dentists, so the profession dressed it up with a softer name. The relabeling did real damage, because it let us avoid studying it the way a serious salesperson would. Once you accept that you are selling, you can actually measure the number, work on it, and improve it on purpose. Drop the squeamishness about the term. Start tracking what fraction of your treatment plans get a yes, and treat that number as something you can move, not something that just happens to you.
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.