$1,925 – $3,300

Ashley Latter's Ethical Sales and Communication 2 Day Course - Sydney 2021

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From $1,925

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Location

Sydney CBD

Georgr Street

Sydney, NSW 2000

Australia

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Refund Policy

Refund Policy

Refunds up to 30 days before event

Event description
Ethical Sales and Communication 2 Day Course

About this Event

What makes a good dentist?

A great dentist goes way beyond his or her technical expertise. Studies at The Carnegie Institute of Technology revealed that about 15 percent of one’s financial success is due to technical knowledge and about 85 percent is due to skill in “human engineering” – to personality and the ability to lead people. In other words, your vast clinical knowledge can mean very little if a patient can’t trust and build rapport with you. A great dentist must be able to communicate with self-confidence, clarity and reassurance and good interpersonal skills are perhaps THE most essential quality. They don’t care how much you know, until they know how much you care. These skills are typically not taught at dental school!

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 and around the world.

                             https://www.youtube.com/watch?v=4ZUAeDRrvSc

“I delayed going on Ashley’s course for over a year. Don’t make the same mistake I did. Since taking his course my practice life has changed dramatically. My conversion rates for treatments have soared, but even more than this, I have MORE time…”

DR BILL SCHAEFFER, IMPLANT SURGEON & CO-FOUNDER OF THE IMPLANT CENTRE

"Ashley presented a methodical, comprehensive and well-structured course catering for all spectrums of private dental practice. Highly-recommend for all dentists and staff."

Dr Angelo Lazaris

"After numerous role playing the energy was high, the room was buzzing and the laughter was always apparent. I found Ashley highly entertaining, engaging, thought provoking, intelligent and inspiring to learn from and implement required changes."

Dr Matthew J Casey

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
  • Develop the correct language that excites and influences your patients to take action NOW

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
  • Making closing easy and seamless,get the patient commited to the treatment, without hard closing techniques.

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
  • Understand the six different price objections and learn how to overcome each one with confidence

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

FOR FURTHER DETAILS PLEASE CONTACT US -  dentaleventsaustralia@gmail.com 

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.

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Date and Time

Location

Sydney CBD

Georgr Street

Sydney, NSW 2000

Australia

View Map

Refund Policy

Refunds up to 30 days before event

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