What's the most predictable rejection line in dental case presentations and how do you prevent it? 'I need to go home and talk to my spouse about it.' You will hear this line every time the spouse or financial decider is missing from the case presentation. It is the most predictable outcome in dental sales. Patients are not equipped to relay the full case discussion to an absent partner. They will summarize poorly, miss the key benefit points, and almost certainly underprice the urgency. The partner will say no. The case dies. Prevent this by identifying the decider on the initial [...]

What's the most predictable rejection line in dental case presentations and how do you prevent it? 'I need to go home and talk to my spouse about it.' You will hear this line every time the spouse or financial decider is missing from the case presentation. It is the most predictable outcome in dental sales. Patients are not equipped to relay the full case discussion to an absent partner. They will summarize poorly, miss the key benefit points, and almost certainly underprice the urgency. The partner will say no. The case dies. Prevent this by identifying the decider on the initial [...]

What's the most predictable rejection line in dental case presentations and how do you prevent it? 'I need to go home and talk to my spouse about it.' You will hear this line every time the spouse or financial decider is missing from the case presentation. It is the most predictable outcome in dental sales. Patients are not equipped to relay the full case discussion to an absent partner. They will summarize poorly, miss the key benefit points, and almost certainly underprice the urgency. The partner will say no. The case dies. Prevent this by identifying the decider on the initial [...]