Why do most dentists present treatment plans in a random, unstructured way?
Because that is what dental school taught them. The training: diagnose, write a plan, present the fee. Order arbitrary. Structure absent. Generations of dentists graduated into the same approach and built practices around it. Most of them privately notice that as case size grows, acceptance drops, and they conclude the patients are the problem. The actual problem is the unstructured presentation. Behavioral science has documented decades of research on how to sell high-value services. Almost none of that research has reached dental education. Practices that adopt structured selling outperform practices stuck on the random model by large margins. The fix is to learn a real system, install it, and replace the random presentation with a sequenced one.
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.