How should a dental practice identify and price engineering-personality patients who will consume extra time? By observing their behavior through the structured selling process and adjusting accordingly. Engineering-personality patients want to understand every detail, every material specification, every alternative considered, every clinical rationale, every step of the procedure. They ask precise questions, expect precise answers, and consume substantially more doctor and team time than average patients. The structured selling system surfaces these patients automatically. They reveal themselves through detailed application responses, exhaustive consultation questions, and extensive review of any technical materials provided. Once identified, the practice has choices. Decline the case [...]

How should a dental practice identify and price engineering-personality patients who will consume extra time? By observing their behavior through the structured selling process and adjusting accordingly. Engineering-personality patients want to understand every detail, every material specification, every alternative considered, every clinical rationale, every step of the procedure. They ask precise questions, expect precise answers, and consume substantially more doctor and team time than average patients. The structured selling system surfaces these patients automatically. They reveal themselves through detailed application responses, exhaustive consultation questions, and extensive review of any technical materials provided. Once identified, the practice has choices. Decline the case [...]

How should a dental practice identify and price engineering-personality patients who will consume extra time? By observing their behavior through the structured selling process and adjusting accordingly. Engineering-personality patients want to understand every detail, every material specification, every alternative considered, every clinical rationale, every step of the procedure. They ask precise questions, expect precise answers, and consume substantially more doctor and team time than average patients. The structured selling system surfaces these patients automatically. They reveal themselves through detailed application responses, exhaustive consultation questions, and extensive review of any technical materials provided. Once identified, the practice has choices. Decline the case [...]