What is the practical difference between reporter mode and ethical selling mode in a dental consultation? Reporter mode delivers findings in technical sequence and expects the patient to draw conclusions. Ethical selling mode starts from where the patient is, references the motivator that brought them in, and walks them through the recommendation in language and order that meets their decision-making process. In reporter mode the doctor talks at the patient. In ethical selling mode the doctor talks with them. Reporter mode is built around the doctor's mental model of the case. Ethical selling mode is built around the patient's mental model [...]

What is the practical difference between reporter mode and ethical selling mode in a dental consultation? Reporter mode delivers findings in technical sequence and expects the patient to draw conclusions. Ethical selling mode starts from where the patient is, references the motivator that brought them in, and walks them through the recommendation in language and order that meets their decision-making process. In reporter mode the doctor talks at the patient. In ethical selling mode the doctor talks with them. Reporter mode is built around the doctor's mental model of the case. Ethical selling mode is built around the patient's mental model [...]

What is the practical difference between reporter mode and ethical selling mode in a dental consultation? Reporter mode delivers findings in technical sequence and expects the patient to draw conclusions. Ethical selling mode starts from where the patient is, references the motivator that brought them in, and walks them through the recommendation in language and order that meets their decision-making process. In reporter mode the doctor talks at the patient. In ethical selling mode the doctor talks with them. Reporter mode is built around the doctor's mental model of the case. Ethical selling mode is built around the patient's mental model [...]