Does being more systematic about selling really make dentists happier? It does, and that surprised me too until I kept seeing it. When practices get systematic about how they sell and start doing more of the cases they actually want to do, the doctors report being noticeably happier. It tracks with what the science of happiness shows, that a sense of competence and control over your work matters enormously. A dentist hoping each patient randomly says yes lives in low grade anxiety all day. A dentist running a process knows what comes next and hears yes more often, and that calm [...]