Ashley Latter's Ethical Sales and Communication 2 Day Course - Sydney 2020

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.

                             https://www.youtube.com/watchv=4ZUAeDRrvSc

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

PLEASE CONTACT US ON dentaleventsaustralia@gmail.com 0420612390 FOR GROUP BOOKING DISCOUNTS *MINIMUM 5 DELEGATES

Installment Payment Otpions;

Option #1: Payment in Full at time of registration via Eventbrite

Option #2: Deposit & Final Payment* : Pay course deposit(s) at the time of registration with remaining balance automatically charged to your credit card 60 days prior to your course(s) start date. 

Option #3: Deposit & Installment Plan : Pay course deposit(s) at time of registration. The remaining balance will then be automatically charged in equal monthly installments with the final course payment charged at least 1 months prior to the course start date.