Does coaching actually matter for closing big dental cases? It matters more than almost anything else, and the evidence is everywhere outside dentistry. Nobody becomes a world class pianist or a Derek Jeter on raw talent and reps alone. There is always a coach in the picture, someone watching, pointing at the specific flaw, and pulling the skill up past where the person could get on their own. The same is true for the people closing consults in your office. You can let them grind out calls for years and they will plateau, or you can put a coach on them [...]