Ethical Sales & Communication Programme – Glasgow (October 2021)

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.

PRICE IS FOR A DENTIST. THE PRICE FOR TREATMENT COORDINATORS AND TEAM MEMBERS IS £1074 inc VAT. PLEASE CONTACT US ON 0161 724 8728 FOR GROUP BOOKING DISCOUNTS

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• 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

• 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

• 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

• 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

• 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

• Learn how to gain patient commitment to your treatment with ease
• Develop a process where patient buys into your services

• 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

• 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 whole process from start to finish
• Develop new behaviours that stick
• Set performance goals

Your instructor for this course is Ashley Latter.

Location: Hilton Botanic Gardens

1-9 Grosvenor Terrace

Glasgow

G12 0TA

“Communication is a hugely important part of modern dentistry. However, relaying technical information in an easy to understand format and providing clear cost summaries does not always come naturally. That’s where a coach comes in. I have worked with communication and sales coaches in the past but Ashley simply is the best. He provides tailored exercises and hugely helpful frameworks to help streamline patient communication. I have now attended his course 5 times to date and the improvements I have made have been noticed not just by myself but also by the team around me. There is no doubt that my patient uptake in treatment has increased.

What really sets Ashley apart for me is that he truly cares about his subject and always personally follows up to ensure I am getting the results that I want. I definitely recommend Ashley to all dentists at any stage of their career. It’s never too late or too early !”

Dr Stuart Campbell

Specialist on Prosthodontics

Edinburgh 

“I have attended Ashley’s ethical selling course twice now: once when I was converting from NHS to private and more recently when I wanted to focus more on Implant Dentistry. Both times I have gained the skills and confidence to allow me to drive these changes forward successfully. To anyone making big changes in their career – or simply looking to improve their daily working life – I would strongly recommend attending this course.”

Leanne Branton 

Soutside Dental Care 

“I did Ashley’s 2 day course in 2020 as we are making changes in our practice and as many people are, moving partly away from NHS. I have always felt really awkward discussing money and definitely undervalued myself. This course was great at making me see how making small changes in how I spoke to patients could make such a difference to the uptake of treatments that I felt were entirely appropriate (I don’t ever want to upsell things that aren’t in the patients best interests) and for uptake of practice membership plans.

Catherine Jones

Bellhaven Dental Practice 

“Ashley, firstly I cannot thank you enough for the impact our two days in- house training has had on the whole team. Secondly, for your ongoing support and availability since our in-house training has been invaluable in following up the training, reinforcing techniques taught, and having someone for me and our team to come to for support and accountability going forward. ‘’

We closed all 5 of my Infinityblu practices for 2 days in house ethical sales and communication skills programme, and I have to say that the financial investment in both Ashley’s time, and the huge loss of revenue with closing 5 dental practices for 2 full days, I have received that money back repeatedly since Ashley did the training for the team.

We had two 2 days of Ashley’s passionate and ever enthusiastic presenting, nobody likes role play or being taking out with their comfort zone, however, the whole team rose to the occasion and the outcome was a really motivated, on board and engaged team. From the first day back at work, the team immediately put in the skills and techniques they had learned over the 2 days, benefiting everyone’s personal interactions with each other and the patients. The change in the team’s confidence discussing money, selling higher value treatments was revolutionary.

It’s become a long-standing joke between me and Ashley, that we spoke first of doing this many many years ago at a dental show, perhaps 5 or more years, until I finally decided to go ahead with team training, I wish I had done this sooner as the potential revenue Infinityblu has lost over those years procrastinating and worrying about costs/closing the practices etc is huge.

Learn how to do outstanding things for your patients, that people buy on value not price, exactly what to say to patients to build rapport and get patients to buy what you believe is best for them. Our patients now say YES to treatments.

I would wholeheartedly recommend either attending Ashely’s one day or two days course, or even better, close the practice and get the whole team involved in in-house training. If you want to learn from the best in the business, then look no further than Ashley.”

Chris Barrowman

InfinityBlu Dental Care 

A percentage of our earnings supports bridge2aid and The Fed

Download A Pdf On The Course Programme

FAQS

• 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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