What does a structured selling process for dentistry actually look like?
It is a checklist, not a personality trait. Once a patient is booked into your consultation flow, a structured method tells you exactly what happens next. These are the steps that start, these are the questions to ask, in this order, every time. No improvising, no relying on whether you feel sharp that day. The reason a checklist works is the same reason it works in surgery and aviation. It removes the guesswork at the moments that matter and makes sure nothing important gets skipped. Most dentists run their consults from memory and instinct, which is why their results swing wildly case to case. Write the steps down. Follow them with every patient. A repeatable process beats a brilliant improvisation, because you can fix a process and you can teach it to your team.
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.