How does the diagnostic fee function as an ethical qualifier in the dental selling process? By inviting the patient to demonstrate seriousness through a small financial commitment before the practice invests heavy time in treatment planning. Many doctors who arrive at formal selling training are exhausted from presenting elaborate treatment plans to patients who turn out to be unqualified, unable to pay, or uncommitted. They blame the patients. The actual problem is that the practice had no qualifying step between the free consultation and the full treatment workup. The diagnostic fee fills that gap. It is small enough that genuinely interested [...]

How does the diagnostic fee function as an ethical qualifier in the dental selling process? By inviting the patient to demonstrate seriousness through a small financial commitment before the practice invests heavy time in treatment planning. Many doctors who arrive at formal selling training are exhausted from presenting elaborate treatment plans to patients who turn out to be unqualified, unable to pay, or uncommitted. They blame the patients. The actual problem is that the practice had no qualifying step between the free consultation and the full treatment workup. The diagnostic fee fills that gap. It is small enough that genuinely interested [...]

How does the diagnostic fee function as an ethical qualifier in the dental selling process? By inviting the patient to demonstrate seriousness through a small financial commitment before the practice invests heavy time in treatment planning. Many doctors who arrive at formal selling training are exhausted from presenting elaborate treatment plans to patients who turn out to be unqualified, unable to pay, or uncommitted. They blame the patients. The actual problem is that the practice had no qualifying step between the free consultation and the full treatment workup. The diagnostic fee fills that gap. It is small enough that genuinely interested [...]