Should the dentist handle every selling step forever?
No, and that is the goal of a good system. In the beginning you and your team should run cases from start to close together, so you learn every step yourself. But as you become an expert at the checklist, you can turn more and more of those steps over to trained staff. A system worth having should eventually remove you, the doctor, from much of the selling, if you commit to mastering it first and then truly let your team carry it. That only works if the process lives in a checklist, not in your head. Otherwise everything stops when you step into surgery. Build the steps so well that a trained team member can run them, and you free your chair time for the dentistry only you can do.
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.