This is a very special one day programme designed for TCO’s only who want to improve their conversion rates, in particular Short-Term Ortho, Implants and other cosmetic treatments. This is for dental practices who want to create a truly world-class patient experience and stand out from other practices in their town.

On this packed day, you will learn the eight steps to a perfect consultation and get a chance to practice with other forward thinking TCO’s in a positive and motivational environment. Because of the one-to-one coaching you will receive from Ashley, places will be limited to 15 delegates only.

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Here is what is included in the day:

Having excellent relationships with your patients is the foundation to a successful consultation. Without rapport, there is no trust. In this section you will:

  • Develop the skills to build relationships with potential clients
  • Develop the techniques to build credibility quickly
  • Develop the skills to lower client resistance/nervousness
  • Discover the four different personality styles and learn how to connect with each of them. Each one is different and needs different application.

One of the biggest mistakes many TCO’s make is providing solutions without truly understanding the wants and needs of the patient. In this section you will:

  • Understand the vital role effective questions play in selling your services and products
  • Learn how to lead your client through a comfortable, natural series of questions designed to get the information you need.
  • Become a much more effective listener, learning how to listen to understand rather listen to respond.
  • Understand the five emotional reasons why patients make decisions when they buy cosmetic treatment. 

If you want to increase your take up of treatment plans, then the language that you use when presenting is crucial. In this section you will:

  • 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 the patient and learn how to influence them.
  • Communicate clearly and concisely, eliminate waffle

Communicate your fees with confidence:

  • Understand that patients do not always buy on price
  • Understand what is important to patients when they make decisions
  • Learn how to present what you do with confidence, concisely and create real value in your patient’s eyes.
  • Develop your USP (Unique Selling Proposition) so that you can sell your services at a higher fee than your competition

Gaining Commitment – it is important that there is a natural conclusion to the consultation, without the close.

  • Learn how to gain patient commitment to your treatment with ease
  • Develop a process where patient buys into your services
  • Learn how to close without pressure and make it sound seamless and with ease.

 Many TCO’s melt when they receive a fee objection, or any other objection. In this section you will:

  • Learn the skills to effectively resolve all your money 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

 The follow up after treatment is so important.  Here you can continue building the relationship with the patient. In this section you will:

  • Learn how to follow up effectively
  • Learn how to ask for referrals and build a pipeline of new clients to your door
  • Learn how to get outstanding testimonial letters/videos following Ashley’s unique six step approach
  • Learn how to get five star google reviews 

Contact 07974 463525 if you have any questions or email lissa@thesellingcoach.com

 

   

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