Is ethical selling a clinical skill or something else entirely?
It is a nonclinical capability, full stop, and treating it like a clinical one is why so many dentists never get good at it. Yes, the selling process ties into your exam and your consultation appointment, so it feels clinical. It is not. Selling lives in the same bucket as practice management, team systems, and marketing. It is about getting a patient emotionally and intellectually committed to treatment that is genuinely good for them. None of your dental school training prepared you for that, because none of it was supposed to. Once you accept that selling is a separate, learnable, nonclinical skill, you stop expecting your clinical excellence to carry it. You start building it the way you would build any system in the practice, deliberately and with a process, not by hoping bedside manner fills the gap.
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.