What is dental case sales triage and when should the practice skip steps in the selling process?
Sales triage is the process of matching the depth of the selling process to the size of the case, so simple low-cost work moves fast and big cases get the full structured approach. Single-tooth dentistry and other low-cost routine work do not need a separate consultation, diagnostic visit, and case presentation spread across three weeks. The patient and the practice both benefit from getting the work scheduled and completed efficiently. Skip the formal selling sequence for those cases and use existing single-tooth workflows. In-between cases, with fees above routine but below the big-case threshold, still benefit from a separate financial visit even if the consultation and diagnostic can be combined. The fee level is meaningful enough that the patient deserves a structured financial conversation rather than a quick verbal estimate at the end of the diagnostic. Big cases get the full multi-visit sequence. Sales triage matches the process to the case. One size does not fit all.
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