Why should a dental case presentation have more than just the doctor and patient in the room? Because the data on two-person sales presentations is older than any of us. IBM ran an internal study in the mid-twentieth century comparing client conversion when one salesperson attended client meetings versus two. The two-salesperson version converted significantly more, even when the primary salesperson was not the company's strongest closer. IBM adopted the two-rep policy across its sales force on the strength of the data. Dental practices benefit from the same dynamic. The doctor presents the case. A second person from the practice (ideally [...]

Why should a dental case presentation have more than just the doctor and patient in the room? Because the data on two-person sales presentations is older than any of us. IBM ran an internal study in the mid-twentieth century comparing client conversion when one salesperson attended client meetings versus two. The two-salesperson version converted significantly more, even when the primary salesperson was not the company's strongest closer. IBM adopted the two-rep policy across its sales force on the strength of the data. Dental practices benefit from the same dynamic. The doctor presents the case. A second person from the practice (ideally [...]

Why should a dental case presentation have more than just the doctor and patient in the room? Because the data on two-person sales presentations is older than any of us. IBM ran an internal study in the mid-twentieth century comparing client conversion when one salesperson attended client meetings versus two. The two-salesperson version converted significantly more, even when the primary salesperson was not the company's strongest closer. IBM adopted the two-rep policy across its sales force on the strength of the data. Dental practices benefit from the same dynamic. The doctor presents the case. A second person from the practice (ideally [...]