Why do most dental practices operate without any real system for selling? Because the profession never taught them they needed one and the default mode of operation does not surface the problem cleanly. The doctor finishes the exam, says some version of "this is what you need and this is what it costs," and waits to see what the patient does. If the patient says yes, the practice did its job. If the patient says no, the practice blames the patient, the economy, or the insurance. The absence of a system means each patient is handled differently, each team member improvises [...]

Why do most dental practices operate without any real system for selling? Because the profession never taught them they needed one and the default mode of operation does not surface the problem cleanly. The doctor finishes the exam, says some version of "this is what you need and this is what it costs," and waits to see what the patient does. If the patient says yes, the practice did its job. If the patient says no, the practice blames the patient, the economy, or the insurance. The absence of a system means each patient is handled differently, each team member improvises [...]

Why do most dental practices operate without any real system for selling? Because the profession never taught them they needed one and the default mode of operation does not surface the problem cleanly. The doctor finishes the exam, says some version of "this is what you need and this is what it costs," and waits to see what the patient does. If the patient says yes, the practice did its job. If the patient says no, the practice blames the patient, the economy, or the insurance. The absence of a system means each patient is handled differently, each team member improvises [...]