Since 1997, tens of thousands of dentists and their teams have taken part in this unique two day programme which ultimately helps Dentists, Orthodontists, Treatment Co-ordinators and their teams create more opportunities within their dental practices, improve their uptake of treatment plans, achieve the prices their services deserve and deal confidently with patient objections. All this will ultimately improve the bottom line results. It is probably the most sought after programme in UK Dentistry.
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DAY ONE
Introduction
Discover the six biggest communication mistakes made by dentists
What is the ideal profile of someone who is successful in dental sales?
Learn how to operate outside the comfort zone and develop extra self-belief and confidence
Develop a more positive attitude of success and achievement
Set course goals
Building Rapport
Develop the skills to build relationships with potential clients
Develop the techniques to build credibility quickly
Develop the skills to lower client resistance/nervousness and win them over to our way of thinking
Build rapport with patients of all different personality styles
Get patients to like you instantly and stand out from the competition
Understand the importance of preparation
Ask the right questions to create opportunities
To understand the vital role effective questions play in selling our services/products
Learn how to lead your client through a comfortable, natural series of questions designed to get the information you need
Develop the skills so that that the client buys into our services and sees the need to take urgent action
Become a much more effective listener
Develop Ashleys unique four step questioning approach to a perfect consultation
Discover the six emotional reasons to understand the patients decision making process
Communicate in the language that excites your patients
Develop unique solutions to patients needs and buying criteria
Become creative when presenting our solutions to our clients
Become a more persuasive and powerful communicator in all situations.
Learn how to use evidence to back up what we say
Discover the language to excite and influence your patient
Communicate clearly and concisely, eliminate waffle and technical jargon
DAY TWO
Communicate your fees with self–confidence and achieve the income your services deserve
Understand that patients don’t buy on price
Understand what is important to patients when they make decisions
Know your numbers
Communicate value when presenting your fees and eliminate price objections
Become more confident when discussing fees and never reduce the price in your head again
Develop 12 strategies that will make you feel more comfortable talking money and achieve the prices your services deserve
Learn how to charge more than your competitors and still hear a YES
Gaining Commitment in a Ethical Way
Learn how to gain patient commitment to your treatment with ease
Develop a process where patient buys into your services
Overcoming all your patients objections
Identify hidden objections
Use “cushions” to help resolve objections and avoid conflict
Learn the skills to effectively resolve objections and create win win
Think on your feet and demonstrate self-esteem and confidence
Develop a five step approach to overcome all your patients objections
Follow up/ World Class Customer Service
Learn how to follow up effectively
Stand out from the competition
Learn how to ask for referrals and build a pipeline of new clients to your door.
Provide a World Class experience for your patients
Create a seamless patient journey so that the baton never gets dropped.
Ring fencing your patients and increasing your assets
Apply the Sales Process
Apply the whole process from start to finish
Develop new behaviours that stick
Set performance goals
Your instructor for this course is Ashley Latter.
The venue is the Novotel at Auckland Airport
A percentage of our earnings supports bridge2aid and The Fed
Download A Pdf On The Course Programme
FAQS
Clients tell us that they have achieved the following outcomes as a result of taking part on the programme:
Increased uptake of treatment plans
Stronger relationships with their patients leading to an increase in referrals
Talking money with more confidence and achieving better prices for their services
More confidence in dealing with patients objections
Entire team singing from the same hymn sheet
A world class patient journey
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VIDEO
ONE OF OUR TEAM
Two Reds Are Better Than One - Ashley Latter & Chris Barrow