Does hard closing work for selling large dental implant cases?
No, and it will hurt you. Putting the thumb screws on someone to decide today might move product in other industries, but it is not appropriate for what we do. Push a patient into a yes and you create a patient who regrets ever agreeing. They tell their friends. Worse, they might tell the compliance-minded people at the board, and those are folks you never want involved in your case. That is the real reason to drop hard closes. Give people room to decide. Give them time. Make it genuinely okay to say no. Counterintuitive as it sounds, that raises your credibility and makes patients want the treatment more, not less. So stop chasing the close in the room. The pressure you remove is the trust you build, and trust is what gets large cases accepted.
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.