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Selling Invisalign – SOP

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Selling Invisalign – Standard Operating Procedure (SOP)

Last updated: January 2025 • 12 min read

💰 Quick Pricing Reference

Standard Invisalign

$6,181
Standard Case Price

Invisalign Go

$4,000
Standard Price
Lowest we can offer: $3,800

Objective

To clearly present Invisalign payment options to patients, prioritize HFD Standard Financing, and ensure consistent sales language across all team members while incorporating additional third-party financing options when appropriate.

Core Principle

HFD Standard Financing is ALWAYS presented first.

This is our primary and preferred financing option. It offers patients low or no down payment with a high approval rate.

Patients who do not receive approval through HFD are generally unlikely to qualify for Sunbit or CareCredit.

Step 1: Always Start with HFD Standard Financing

HFD Standard Financing

  • Price: $6,181
  • Down Payment: $0–$500 (based on credit)
  • First Year: 0% APR
  • Approval Rate: 99%

How to Present

"We offer Invisalign financing with nearly a 99% approval rate. It starts as low as $0 down and there's no interest for the first year. It only takes a minute to check what you qualify for!"

Key Rules

  • Do not skip this step
  • Always run the HFD application first before presenting other options

Step 2: If HFD Is Not Approved or Patient Declines – Present Additional Third-Party Financing

If the patient does not qualify for HFD or declines it, present the following third-party options before moving to in-house plans.

Option 2A: Sunbit Financing

Sunbit offers fast approvals and flexible terms, with soft credit checks.

Sunbit Standard Financing

  • Price: $6,181
  • Down Payment: Based on credit

Key Benefits:

  • Quick approval (usually within minutes)
  • Flexible term options
  • Soft credit check
  • Higher approval rate than traditional credit

How to Present Sunbit

"We also work with Sunbit. It's fast, easy, and many patients get approved quickly. It won't impact your credit, and you'll see your payment options right away."

If partially approved:

  • Collect remaining balance upfront
  • Document approval amount and selected terms in the patient chart

Option 2B: CareCredit

CareCredit is a healthcare credit card that offers promotional financing options.

CareCredit Standard Financing

  • Price: $6,181
  • Down Payment: Not required

Key Benefits:

  • 6, 12, 18, or 24-month promotional financing
  • 0% interest if paid within promotional period (if applicable)
  • Widely accepted healthcare lender

How to Present CareCredit

"We also accept CareCredit. If approved, you may qualify for promotional no-interest financing if paid within the promotional period."

If partially approved:

  • Collect remaining balance upfront
  • Document authorization number and approved amount in the patient chart

Step 3: If Third-Party Financing Is Not an Option – Present In-House Options

Only if the patient does not qualify or declines third-party financing, present both in-house options side-by-side and let the patient choose what works best.

In-House Option A: Pay Over Time

  • Price: $6,181
  • Down Payment: $799
  • Monthly Payment: $299/month for 18 months
  • Credit Check: No credit check required

In-House Option B: Pay in Full

  • Price: $5,500
  • Payment: Must be paid in full, upfront
  • Accepted: Cash or Debit/Credit Card (not including CareCredit)

Invisalign Go

  • Standard Price: $4,000
  • Lowest Allowed: $3,800

How to Present In-House Options

"If third-party financing isn't available, we offer two in-house options. One allows monthly payments with a small down payment, or you can pay in full for a discount. Whatever works best for your situation."

Sales Phrases to Use

  • "We make Invisalign affordable for almost every patient."
  • "Most patients can start with as little as $0 down and no interest for the first year."
  • "Let's just run a quick check to see what options you're approved for."
  • "You'll know your options right away — it's fast and easy."
  • "We have multiple financing partners to help make this work for you."

Rebuttals to Common Objections

"I don't want to check my credit."

"It's typically a soft check and won't significantly affect your score. It just allows us to see what payment options you qualify for."

"I need to talk to my spouse."

"Totally understand. We can still see what you're approved for, and then you can discuss the options together."

"That's too expensive."

"That's why we offer flexible financing options — many patients are able to start with $0 down and affordable monthly payments."

Required Order of Presentation

Follow This Order Every Time

  1. HFD (Always First)
  2. Sunbit (If HFD not approved/declined)
  3. CareCredit (If HFD not approved/declined)
  4. In-House Options (Last Option Only)

Documentation Requirements

The following must be documented in the patient chart:

  • Which financing option was presented
  • Approval status
  • Selected option
  • Down payment collected
  • Monthly payment amount
  • If patient declined treatment

Final Notes

Remember

  • HFD must always be offered first
  • Third-party options (Sunbit and CareCredit) must be presented before in-house options
  • In-house options should never be presented first
  • Stay confident, clear, and helpful in your tone
  • Always reinforce affordability and flexibility