Why should I systematize selling instead of relying on talent and instinct?
Because complicated work gets handled with systems, not with whatever mood you walk into the consult in. We already use systems for the clinical work, for administration, for everything that has to come out right every time. Selling a large case is at least as complicated and at least as high stakes, so it deserves the same treatment. When you leave case acceptance to instinct, your results swing wildly. One month you are sharp and the cases close, the next you are tired and they walk. A checklist driven approach takes the outcome off your daily emotional state and puts it on a repeatable process. That is exactly why surgeons use checklists even though they know the procedure cold. Build your consultation as a system you and your team follow, then stop blaming a bad week for a lost case.
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.