What to say when a parent says “I need to think about it”
It is rarely about thinking. Four things that sentence usually means, and how to find out which one you are hearing — without pressuring anyone.
The silence after you say the number
Most coordinators lose the case in the four seconds after they state the price. What happens when you let the pause sit.
“Can we just do the one tooth?”
Phasing treatment is legitimate. Cherry-picking is not. How to tell which one a parent is asking for.
“Let me check with my husband”
Usually true, usually fatal. The case does not die in your office — it dies at a kitchen table you are not sitting at.