Why is a no pressure close better for big dental cases?
Because pressure on a big decision produces the opposite of what you want. After I have set the timeline and explained the visits, I ask a simple question. So what would you like the next step to be? Some patients opt out right there, and that is fine. Others say they want to come back for the complete dental physical. Either way I am not leaning on them, because leaning makes people dig in and walk. The decision to spend tens of thousands of dollars carries its own weight, and adding my pressure to that load only stresses the patient and tanks the outcome. I read whether they are reacting as a calm adult or slipping into a defensive child mindset, and I adjust. Give the patient room. The cases worth having close better when the patient feels they chose, not that they were pushed.
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.