Dental Case Acceptance|Ethical Selling Dentistry|Building a dental team Archives

Should the Dental Case Presentation Have the Doctor Present?

james2026-05-14T00:00:00-04:00

Should case presentation in a dental practice be a staff-only event? No. Any course that promises selling can happen with the doctor uninvolved is selling a fantasy. Removing the doctor from the case presentation is like removing the captain from the ship, the coach from the team, or the general from the army. The doctor is the leader of the practice in the patient's eyes, and the case presentation is where leadership matters most. Staff can do extensive preparation, qualifying, and follow-up. The case presentation itself requires the doctor present and engaged. Programs that suggest otherwise either don't understand patient psychology [...]

Should the Dental Case Presentation Have the Doctor Present?james2026-05-14T00:00:00-04:00

Should the Dental Case Presentation Have the Doctor Present?

james2026-05-14T00:00:00-04:00

Should case presentation in a dental practice be a staff-only event? No. Any course that promises selling can happen with the doctor uninvolved is selling a fantasy. Removing the doctor from the case presentation is like removing the captain from the ship, the coach from the team, or the general from the army. The doctor is the leader of the practice in the patient's eyes, and the case presentation is where leadership matters most. Staff can do extensive preparation, qualifying, and follow-up. The case presentation itself requires the doctor present and engaged. Programs that suggest otherwise either don't understand patient psychology [...]

Should the Dental Case Presentation Have the Doctor Present?james2026-05-14T00:00:00-04:00

When the Doctor Case Presentation Simplification Fails

james2026-05-14T00:00:00-04:00

What should a dental practice do if the doctor can't explain things simply? Have someone else present cases. Some doctors, particularly those with high fact-finder scores on the Kolbe A operational test (8 or above), get tangled in technical detail when speaking with patients. They love precision and find the simplifying step uncomfortable. Even with coaching, the habit can be deeply ingrained. If transcripts of case presentations show that the doctor cannot present in plain language despite training, the right move is to delegate case presentation to a treatment coordinator or team member who can communicate simply. The doctor focuses on [...]

When the Doctor Case Presentation Simplification Failsjames2026-05-14T00:00:00-04:00

Dental Two Person Presentation: The IBM Effect

james2026-05-14T00:00:00-04:00

Why should a dental case presentation have more than just the doctor and patient in the room? Because the data on two-person sales presentations is older than any of us. IBM ran an internal study in the mid-twentieth century comparing client conversion when one salesperson attended client meetings versus two. The two-salesperson version converted significantly more, even when the primary salesperson was not the company's strongest closer. IBM adopted the two-rep policy across its sales force on the strength of the data. Dental practices benefit from the same dynamic. The doctor presents the case. A second person from the practice (ideally [...]

Dental Two Person Presentation: The IBM Effectjames2026-05-14T00:00:00-04:00

Should the Dental Case Presentation Have the Doctor Present?

james2026-05-14T00:00:00-04:00

Should case presentation in a dental practice be a staff-only event? No. Any course that promises selling can happen with the doctor uninvolved is selling a fantasy. Removing the doctor from the case presentation is like removing the captain from the ship, the coach from the team, or the general from the army. The doctor is the leader of the practice in the patient's eyes, and the case presentation is where leadership matters most. Staff can do extensive preparation, qualifying, and follow-up. The case presentation itself requires the doctor present and engaged. Programs that suggest otherwise either don't understand patient psychology [...]

Should the Dental Case Presentation Have the Doctor Present?james2026-05-14T00:00:00-04:00

When the Doctor Case Presentation Simplification Fails

james2026-05-14T00:00:00-04:00

What should a dental practice do if the doctor can't explain things simply? Have someone else present cases. Some doctors, particularly those with high fact-finder scores on the Kolbe A operational test (8 or above), get tangled in technical detail when speaking with patients. They love precision and find the simplifying step uncomfortable. Even with coaching, the habit can be deeply ingrained. If transcripts of case presentations show that the doctor cannot present in plain language despite training, the right move is to delegate case presentation to a treatment coordinator or team member who can communicate simply. The doctor focuses on [...]

When the Doctor Case Presentation Simplification Failsjames2026-05-14T00:00:00-04:00

Dental Two Person Presentation: The IBM Effect

james2026-05-14T00:00:00-04:00

Why should a dental case presentation have more than just the doctor and patient in the room? Because the data on two-person sales presentations is older than any of us. IBM ran an internal study in the mid-twentieth century comparing client conversion when one salesperson attended client meetings versus two. The two-salesperson version converted significantly more, even when the primary salesperson was not the company's strongest closer. IBM adopted the two-rep policy across its sales force on the strength of the data. Dental practices benefit from the same dynamic. The doctor presents the case. A second person from the practice (ideally [...]

Dental Two Person Presentation: The IBM Effectjames2026-05-14T00:00:00-04:00

Should the Dental Case Presentation Have the Doctor Present?

james2026-05-14T00:00:00-04:00

Should case presentation in a dental practice be a staff-only event? No. Any course that promises selling can happen with the doctor uninvolved is selling a fantasy. Removing the doctor from the case presentation is like removing the captain from the ship, the coach from the team, or the general from the army. The doctor is the leader of the practice in the patient's eyes, and the case presentation is where leadership matters most. Staff can do extensive preparation, qualifying, and follow-up. The case presentation itself requires the doctor present and engaged. Programs that suggest otherwise either don't understand patient psychology [...]

Should the Dental Case Presentation Have the Doctor Present?james2026-05-14T00:00:00-04:00

When the Doctor Case Presentation Simplification Fails

james2026-05-14T00:00:00-04:00

What should a dental practice do if the doctor can't explain things simply? Have someone else present cases. Some doctors, particularly those with high fact-finder scores on the Kolbe A operational test (8 or above), get tangled in technical detail when speaking with patients. They love precision and find the simplifying step uncomfortable. Even with coaching, the habit can be deeply ingrained. If transcripts of case presentations show that the doctor cannot present in plain language despite training, the right move is to delegate case presentation to a treatment coordinator or team member who can communicate simply. The doctor focuses on [...]

When the Doctor Case Presentation Simplification Failsjames2026-05-14T00:00:00-04:00

Dental Two Person Presentation: The IBM Effect

james2026-05-14T00:00:00-04:00

Why should a dental case presentation have more than just the doctor and patient in the room? Because the data on two-person sales presentations is older than any of us. IBM ran an internal study in the mid-twentieth century comparing client conversion when one salesperson attended client meetings versus two. The two-salesperson version converted significantly more, even when the primary salesperson was not the company's strongest closer. IBM adopted the two-rep policy across its sales force on the strength of the data. Dental practices benefit from the same dynamic. The doctor presents the case. A second person from the practice (ideally [...]

Dental Two Person Presentation: The IBM Effectjames2026-05-14T00:00:00-04:00