What does the mountain-climbing concept of "set-up" mean for dental selling preparation? It means that the preparation invested before the patient interaction determines the probability of a successful outcome, and the right amount of preparation varies by the difficulty of the case. A small filling consultation needs a light set-up: warm phone handling, basic clinical info, fee transparency. The patient walks in, the conversation is short, and the case moves. A full-arch reconstruction consultation needs a substantial set-up: extensive phone qualifying, financial conversation in advance, photographs and imaging review, written materials sent ahead, an invitation extended to the spouse, a longer [...]

What does the mountain-climbing concept of "set-up" mean for dental selling preparation? It means that the preparation invested before the patient interaction determines the probability of a successful outcome, and the right amount of preparation varies by the difficulty of the case. A small filling consultation needs a light set-up: warm phone handling, basic clinical info, fee transparency. The patient walks in, the conversation is short, and the case moves. A full-arch reconstruction consultation needs a substantial set-up: extensive phone qualifying, financial conversation in advance, photographs and imaging review, written materials sent ahead, an invitation extended to the spouse, a longer [...]

What does the mountain-climbing concept of "set-up" mean for dental selling preparation? It means that the preparation invested before the patient interaction determines the probability of a successful outcome, and the right amount of preparation varies by the difficulty of the case. A small filling consultation needs a light set-up: warm phone handling, basic clinical info, fee transparency. The patient walks in, the conversation is short, and the case moves. A full-arch reconstruction consultation needs a substantial set-up: extensive phone qualifying, financial conversation in advance, photographs and imaging review, written materials sent ahead, an invitation extended to the spouse, a longer [...]