What is a qualifying step in the dental sales process and why do I need one? A qualifying step is the part of your process that deals head on with the single biggest reason a given patient would not buy. Every product and service has one main hurdle, and yours is no exception. For some patients it is what they believe about implants or about dentistry itself. For others it is how much time treatment takes, because speed matters more than people admit. For many it is cost. There is a long list of these barriers, far more than I could [...]