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Logic and Emotion to Close More Cases

Jeff Palmer, founder of the Case Acceptance Academy. What I want to talk to you today is about how to use logic and emotion during the case presentation. When people buy something particularly of high dollar value, they make the decision to purchase it based on an emotional attachment to the product or service. Dentistry… Continue reading Logic and Emotion to Close More Cases

How to Handle Patient’s Insurance Objections

Jeff Palmer, founder of the Case Acceptance Academy. What I want to talk to you today is about how to virtually eliminate the “I only want to do what my insurance will pay for” objection. #1. Whenever you go into a case presentation, you need to know exactly what the insurance is going to cover… Continue reading How to Handle Patient’s Insurance Objections