I don't know, my dentist has never tried to upsell me on anything and I've been going there for many years. The closest they ever came was when they hygienist mentioned they now have some high-powered whitening treatment available, but never went beyond that.
So they aren't ALL like that.
I think the younger dentists are more in the upsell game. Thoughts as to why:
1. Dental school is flipping expensive. I was looking it up since a friend of my sister was just accepted into dental school - 400k over four years. Cripes. (And she's specializing in a field that won't help me out! I thought I was finally going to have a dentist friend that won't rip me off.)
2. Dental offices aren't the same as before - the newer ones I've been in (of younger dentists) tend to be more calming, soothing, with more gadgets (TVs for you to watch while being worked on, etc.)
3. Younger dentists are much more into preventive care, recommending so many procedures. Older ones tend to be "eh it can wait. It's not dire. Just hold off. We can do this instead." My dentist wants me to come in every three months for a cleaning. I have to pay for the extra two cleanings out of pocket/FSA.
I know I always feel ripped off at the dentist; on the other hand, I probably could use the procedures. Hence the balance problems.