From Consult to Close: How to Simplify the All-on-X Sales Process Without Feeling Salesy

From Consult to Close: How to Simplify the All-on-X Sales Process Without Feeling Salesy

Let’s start with the obvious:

Full Arch isn’t cheap.

When you tell someone their new smile is going to cost $50,000, you’re not just presenting a treatment plan—you’re guiding them through one of the biggest decisions of their life.

And here’s where most practices get it wrong:

They treat the sales process like it’s a menu of dental services.
Implant here. Zirconia upgrade there. Snap-in option over here.

That’s not selling Full Arch. That’s confusing the hell out of people.

If you’re reading this, you’re probably already in the game. You’ve invested in the technology. You’ve got the clinical skills. Maybe you’re even running ads that bring in the leads.

But if you’re still hearing:

• “I need to think about it.”

• “Let me check with my spouse.”

• “I just wanted to get information today.”

Then let’s get real—your sales process is broken.

Good news? It’s fixable.
And it doesn’t require turning your team into used car salespeople.

The Problem: Why Full Arch Sales Feel So Awkward

Most dental teams hate “selling.” It feels pushy. It feels unnatural.
You didn’t get into dentistry to become a closer. You got into it to help people.

But here’s the shift:

Selling isn’t convincing someone to buy something they don’t need.
Selling is guiding someone to make a life-changing decision they’re already considering.

When you reframe sales as service, everything changes.

Meet Sarah: The Case Coordinator Who Hated Selling

Let me tell you about Sarah. She’s a treatment coordinator at a mid-size practice we work with. Before we trained her team, she dreaded consult days.

Her internal script sounded like this:

“I don’t want to push people. I’ll just give them the info and let them decide.”

Guess what happened?
Nobody decided.

Because when people are scared, they stall.

It’s human nature.

Your job—and Sarah’s job—isn’t to convince.
It’s to lead.

The 3-Step Playbook for Closing More Full Arch Cases (Without Feeling Salesy)

Here’s the GnA Consult framework we teach every team we work with.
Simple. Repeatable. And most importantly—it works.

Step 1: Stop Talking Like a Dentist

Here’s the fastest way to lose a Full Arch case:

Start talking about:

• Titanium implants

• PMMA vs zirconia

• Pterygoids and zygomatics

• Bone grafts and sinus lifts

Patients don’t care about any of that. They care about their life.

They’re thinking:

• Can I eat steak again?

• Will I smile without covering my mouth?

• How much is this going to cost me monthly?

Speak human, not dental.

Say things like:

“This isn’t just about teeth—it’s about giving you back the life you want.”

Step 2: Present Payment, Not Price

Here’s where most sales conversations crash and burn:

The treatment coordinator drops the $55k bomb, then waits in silence.
Awkward. Uncomfortable. Instant shutdown.

Patients don’t process large numbers well. They think in monthly payments.

So lead with that.

Say:

“Most of our patients do this on a payment plan. We partner with CareCredit, Cherry, and Proceed to make this affordable. Let me show you some options.”

Make it normal. Make it easy.

When you focus on payment, not price, you remove the shock factor.

Step 3: Use the “Why Now?” Close

Most people know they need to do something about their teeth.
They just keep putting it off because they’re scared.

That’s where your job comes in—not to pressure, but to remind them what waiting costs.

Say:

“The sooner we act, the better the outcome. Waiting leads to more bone loss, more health problems, and more time hiding your smile. Let’s get you back to living your life.”

It’s not about creating urgency—it’s about telling the truth.

Real Talk: Why Patients Say No (Even When They Want to Say Yes)

Here’s what we’ve seen working with hundreds of practices:

Patients don’t say no because they don’t want the treatment.
They say no because:

• They’re overwhelmed

• They don’t understand the next steps

• They don’t feel supported

Your job is to remove the friction.

Bonus: The 5 Things Your Team Should Say in Every Consult

Want to boost conversions today?
Use these 5 lines in your next Full Arch consult:

1. “We’ve helped hundreds of people just like you.”
   Build social proof and reduce fear.

2. “This isn’t about teeth—it’s about getting your life back.”
   Shift the conversation from clinical to personal.

3. “Most of our patients do monthly payments.”
   Normalize financing so it feels comfortable.

4. “We’re with you every step of the way.”
   Reassure them they’re not alone.

5. “Let’s get you back to the life you deserve.”
   Close the conversation with vision, not pressure.

Why Simplifying Your Sales Process Changes Everything

When you simplify the conversation:

• Patients say yes faster

• Teams feel less stressed

• Doctors stop doing free consults that never convert

It’s a win for everyone.

But What About Objections?

We get this question all the time:

“What if the patient still says they need to think about it?”

Totally normal. Here’s how to respond:

Say:

“I get it—this is a big decision. But let me ask you this: Is the cost the part you’re thinking about, or are you worried about the process?”

That question does two things:

1. It gets to the real objection

2. It shows you care about helping them, not just closing them

Most of the time, they’ll open up—and you’ll have the chance to serve, not sell.

What GnA Consult Does Differently

At GnA Consult, we don’t teach your team to be salespeople.
We teach them to be guides.

That’s why our programs include:

• In-office role-play sessions (because reading scripts isn’t enough)

• Real-time coaching on actual consults (side by side with your team)

• Virtual follow-up support to keep skills sharp

This isn’t about manipulation.
It’s about helping people say yes to the care they need—and feel good about it.

Final Word: Serve First, Close Naturally

If you’re tired of consults that go nowhere…
If your team feels awkward talking about money…
If you’re leaving arches on the table every month…

It’s time to change the approach.

Simplify the process. Speak like a human. Present payment options clearly. And remind patients why now matters.

Because selling Full Arch shouldn’t feel like selling.
It should feel like serving.

Want help training your team to do this right?
At GnA Consult, we’ll coach your team in person, on Zoom, or side by side in your consult room.

Let’s change more lives—without the used car energy.