Should I sell every dental case the same way regardless of the fee?
No. The size of the case should decide how you handle it. For small treatment, run your normal estimate and sell the way you always have. But once a case crosses a fee level you set, even a simple problem deserves a separate financial visit handled by your front office, not the doctor. The dollar amount changes how people decide, so the process has to change with it. Think of it like a doctor reading for a sore throat versus surgery. Same patient, completely different conversation. Pick the line where your dollars get big enough that human behavior matters, and build a different path above it. If your regular selling is already weak, drop that line lower so more cases get the careful treatment.
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.