I reckon that most dentists would be terrible poker players.
When it gets down to discussing fees they squirm, look away and mutter the fee in a hesitant voice. If they were at a table of professional poker players everyone would instantly see they were bluffing and go all in.
Patients have no way of knowing if the fees we charge are fair. They neither know the quality of our laboratory work nor the attention to detail and skill that will go into what we do.
Because of that patients look to other clues and the biggest of these is how comfortable we are when we present the fee. If we are relaxed, sincere and look them straight in the eyes then they know the fee is fair. If we are hesitant, nervous and look away then they start to wonder.
How is your voice and body language when discussing fees with patients?