The question is not whether you want more of your Patients to say YES?

But how quickly do you want this to start?

How many of you are in Sales?

When I ask this question at conferences, it is amazing how few dentists admit to it. Normally only 10% of the audience put their hands up.

Well, maybe you don’t see yourself in sales; after all you spent over 7 years learning about dentistry, not Communication, or Business Skills. However, everyone in your practice is in sales. The way the recpeceptionist answers the telephone can make or break whether patients makes an appointment with you. The way the nurses and Practice Managers communicate with the patients can either have a positive or negative impact and of course the way the dentist interacts with the patient. Every day you all have to sell an idea one way or another. After all, if you are a Private Dentist it could be that 100% of your income will derive from your ability to influence patients. Everyone in your Practice is in the Communication Business.

Many studies have been done about what makes a person successful. Your ability to communicate with others will account for fully 85% of your success in your business and in your life. Although important and vital, Technical Skills of doing the job, only usually account for about 10-15% of a person’s success and without good Communication Skills the ability to build empathy and be able to gain Patient Commitment, you might never be able to put into practice your Technical ability. That is where many dentists get their priorities wrong and often will spend 90-95% of their income and time developing their technical skills often never to put these new skills into practice, because they struggle to communicate the benefits to the patient.

Developing World Class Ethical sales & Communication Skills are crucial. When done well, it is something to be proud of, when done right, both parties benefit. Without your ability to communicate well and listen emphatically, patients will not get what they need and in most cases want, then no one then benefits.

Don’t’ Wait for Tooth Fairy ( she isn’t coming)

Dentistry is changing all the time and patients are demanding high value cosmetic and quality dentistry. They want to look good and of course they want to be 10 years younger. There is never been a better time to be in dentistry and because of this, it has never been more important for the whole team to develop World Class Communication/Customer Service Skills. If you are in the National Health Service, then it is important that you develop these skills, as you will discover new opportunities to supplement your contract work and safeguard your future.

My programmes are not shelf development-they are Self Development

If you want to come to a programme for two days and be lectured at and be given a large folder so that you can keep your shelf warm, then you have come to the wrong place. Most people tell me that these types of courses do not work. You hear lots of knowledge from the so called experts and nothing changes back in the Practice. What makes our programmes different is that we work in smaller groups and you will coached in these skills, so that you will develop new skills, attitudes that will bring about improved performance that will improve the results of your practice?

 ‘Help More of your Patients say YES Ethically’

So what new skills will you learn from my programme. Here is a small taster.

1. You will discover 11 Human Relation skills that will help you build a better relationship with your patient. These amazing principles will enable you to put your patient at ease and build strong trust. Many dentists inform me that this is the most important part of the programme and it has led to dentists & their teams developing real breakthroughs in their relationships with their patients.
2. The biggest mistake the dentist and their team members make is that they assume what the patients can and cannot afford. This leads to them making assumptions about what the patient requires. After the questioning part of the course, you will never make this mistake again. You will also uncover many thousands of pounds worth of new opportunities from both new and existing patients. You will wonder why you have never discovered them before.
3. You will learn and understand the emotional reasons why patients buy. There are over 7 emotional reasons why patients take up your treatment. Once you can uncover these reasons, it will take your relationship with the patient to a completely different level.
4. One of the reasons why patients do not buy treatment is because the dentists typically talks too technical. This means that the patient do not understand what you are talking about. On the course you will learn how to talk the language that excites the patient to take action, how to communicate clearly and concisely and you will never waffle ever again.
5. You will learn the value of using evidence and we will help you put a dynamic evidence folder together that will increase case acceptance.
6. One challenge I find many dentist tell me is that they feel uncomfortable talking money and often will reduce their prices in their head and undervalue what they do. You will discover a simple structure that will help you talk money with more confidence & achieve the prices your services deserve. You will never again reduce the price of your treatment in your head and undervalue your services. You will start to achieve the prices your services deserve.
7. MOST IMPORTANT- you will develop some simple techniques to deal with every patient objection, include how to deal with every money issue the patient throws at you. You will create win-win relationships, so that the patient feels happy about proceeding with your recommendations. For the majority of the delegates that take my course, they tell me that this is the most important part of the whole programme and for a lot of dentists it is life changing.
8. You will understand buying signals and how to spot them and you will discover five simple techniques on how to gain commitment from the patient. You will never tell the patient to go away and think about it.
9. What would it mean to your Practice Profits, if you could significantly increase the number of high quality clients for your Practice? On the course we will coach you so that you can feel confident in how to get more referrals and you will build a pipeline of the right type of patients to your door. Many dentists tell me that as a result of this part of the programme, they have reported an increase of up to 15 brand new patients a week.
10. You will develop a World Class Team that all sings off the same hymn sheet that never drops the baton and provides outstanding customer service. You will stand out from other practices from the way the telephone is answered and throughout the whole patient journey.

There is a lot of powerful stuff there (and I have only scratched the surface on this website). One of the main attributes you and your team will develop from the course is increased self- confidence and a more positive attitude. The reason why some people are more successful that others, is that they are willing to step outside their comfort zone and tackle everyday challenges. This programme will enable you to do this, so that you can achieve better results for your business and in your personal life.