The Excuses

The reasons why associates tell you that they don’t sell much private dentistry:
I only ever do what is clinically necessary
The patients cannot afford it around here
They can get the same thing cheaper down the road
I don’t feel confident doing that treatment
It isn’t ethical to reduce teeth –  I prefer preventative dentistry
I don’t want to pay a higher lab bill
The patient doesn’t want to go ahead for financial reasons – they cannot afford it
We offered it and the patient said “no”
The real reasons:
  • I don’t have the clinical confidence
  • I don’t have the communication skills
  • I’m scared of asking for money and being rejected.


  • I don’t see why I should line your pockets
  • I don’t believe in private dentistry
  • I’m comfy and I don’t want to step out of my comfort zone

How to deal with aptitude……
Training, consulting, coaching and mentoring (in that order).
How to deal with attitude……


Published by

Chris Barrow

Chris Barrow has been active as a consultant, trainer and coach to the UK dental profession for over 20 years. As a writer, his blog enjoys a strong following and he is a regular contributor to the dental press. Naturally direct, assertive and determined, he has the ability to reach conclusions quickly, as well as the sharp reflexes and lightness of touch to innovate, change tack and push boundaries. In 2014 he appeared as a “castaway” in the first season of the popular reality TV show “The Island with Bear Grylls”. His main professional focus is as Coach Barrow, providing coaching and mentorship to independent dentistry.