What are the three types of patients in a major treatment sales process?
Sort every consult into three buckets and your time stops leaking. Type one genuinely cannot afford ideal treatment and never will, so you protect their dignity and refer them out kindly. Type two has the money but not the motivation, and they will not move until something dental or personal tips the scale, often with a veto holder in the background you must involve. Type three has both the need and the means that match your service, and with a real system, 35 to 100 percent of these say yes to large cases. Most dentists wrongly assume nearly everyone is type one, so they undersell the whole room. The skill is reading which type is sitting in front of you and responding correctly, instead of treating every patient like a charity case or a guaranteed sale.
If the answers you are finding here resonate with you, my team and I work with a small group of clients each year. The next step is a complimentary Discovery Consultation and Practice Review with Dr. McAnally.