What are the twelve common reasons dentists seek out formal selling training?
They cluster reliably across training cohorts. Not knowing what to present to patients. Feeling patients do not value their oral health. Pricing scares patients away. Low acceptance on large or optimal treatment plans. Wanting to do better cases. Burning too much time preparing complex presentations. Burning too much time counseling patients who are not ready emotionally or financially. Patients always choosing the cheapest option. Patients getting overwhelmed by treatment options. Patients not trusting recommendations. Trouble with follow-up after a presentation. Wanting to connect marketing, phone work, presentation, and follow-up into one coherent system. Every one of these is a symptom of a missing or weak selling system, not a deficit in clinical skill or work ethic. The dentists who recognize the pattern as systemic, rather than personal, are the ones who actually fix it. The ones who treat each problem in isolation never get traction.
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.