What are the two systems patients use to make decisions about dental treatment? Patients run on two decision systems, and your sales process either keeps them in sync or it does not. The first developed early in our species for survival. It runs automatic, on stealth, scanning for trouble while you go about your day. You use it without noticing, the way you avoid an accident before you know what happened. In subtle moments it just asks, does this feel okay in my gut, is something amiss. The second is the reflective system. It is slower, it brings in logic and [...]