In this solo episode of the Dental Leaders podcast, Prav discusses the importance of humanising the sales process in dentistry.  He touches on the need to move away from rigid, formulaic approaches and instead focus on connecting with patients as one would with friends or family.  Prav provides practical advice on handling conversations about treatment costs, addressing patient concerns, and securing commitments. He stresses the importance of confidence, open communication, and understanding the patient's perspective to create a more effective and natural sales process. In This Episode 00:01:35 - Rrigid sales processes 00:02:45 - Inner confidence 00:04:30 - The 'dance' 00:09:00 - Expectations and frank conversations 00:15:30 - Upselling and cross-selling About Prav Solanki Prav Solanki is a marketing scientist and dental growth specialist who has supported countless dental professionals and organisations to achieve stellar growth. He is a co-owner and director of IAS Academy and founder of The Fresh, the UK’s leading dental growth and marketing agency.   His latest project, Leadflo, is described as the world’s most advanced CRM for dental clinics.