Why should I use a checklist to sell dental treatment plans?
Because selling complex dentistry is too important to leave to memory or mood. A checklist turns a fuzzy conversation into a repeatable process. Once a patient enters your consultation flow, the checklist tells you the steps that start happening and the questions to ask at each one. Think of it the way a pilot runs a preflight check. The pilot is skilled, but the checklist guarantees nothing critical gets skipped on a bad morning. Your case presentations deserve the same discipline. The real payoff comes later. As you master the steps, you can hand more of them to trained staff, and the process holds its quality. Without a checklist you are improvising every time, and improvisation is exactly what costs you the larger cases.
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.