Building a dental team|Ethical Selling Dentistry Archives

Why Your Whole Dental Sales Team Mindset Matters

james2026-06-18T00:00:00-04:00

Why does my whole dental team need to think of themselves as part of the sales team? Because they are, whether they admit it or not. Every person who touches a phone call or greets a patient is on your sales team, your marketing team, and your advertising team at the same time. I know that word makes clinical people uncomfortable. Get over it. You are in a business that has to bring in revenue, and you are in the sales business exactly as much as you are in the dental business. When your front desk hears a nervous caller and [...]

Train Your Team in Problem Agitate Solution

2026-06-18T00:00:00-04:00

What is the problem agitate solution method and how do I train my team to use it? It is a sales structure that has been around forever, and it only comes out when a patient pushes back on scheduling. The problem is not I need implants. The problem is the story she told you, the emotional pain, the grandson, the moment she said enough. So you repeat that problem back. Then you agitate it, gently, with concern and a little urgency, reminding her this is a big deal and she said so herself. Then you offer the one solution, which is [...]