THE DENTAL SALES & COMMUNICATION MASTER CLASS

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1 THE DENTAL SALES & COMMUNICATION MASTER CLASS

2 Call Visit

3 THE DENTAL SALES & COMMUNICATION MASTER CLASS Would you like to know how to increase your private income? Would you like to know how to influence your patients to take the most appropriate treatment? Would you like to confidently charge the fees your expertise deserves? Would you like to know how to better interact with your patients? Do you have a plan for growing your practice or patient list? Would you like to sell higher priced treatments but struggle to convince patients? Do you ever reduce the fee you quote a patient because you are afraid it might be too expensive? WHO SHOULD ATTEND? This unique two day programme is ideal for Dentists, Treatment Co-ordinators, Therapists, Nurses and reception staff, looking to practically and skillfully create more opportunities within their dental practices. The masterclass will: 1. Grow and develop the quality of patients attending your practice 2. Achieve the prices your services deserve 3. Deal confidently with patient objections 4. Improve bottom line results of the practice 5. Improve uptake of treatment plans 6. Show you the right questions to ask 7. Sell your ideas to maximize a win-win result 8. Increase your add on sales 9. Skillfully provide a world class experience 10. Make you stand out from the competition 11. Build customer loyalty and reputation 12. Show you how to close the sale

4 WHAT S COVERED? Step by step: UNDERSTANDING WHY PEOPLE BUY People today are buying in very different ways than they did even five years ago. Do you know how each of the buyer types makes decisions or like to be interacted with? During this section, you will learn how to spot the different buyers, what is important to them, how they make decisions and most importantly, how they like to be sold to. WHY COMMUNICATION IS EVERYTHING Very little is taught at Dental School about communication. In life, many people learn how to communicate from those around them. In this section of the workshop, you will learn first-hand how to quickly interact with and engage a patient. You will learn the five keys of communication and how to be seen as a warm, caring and articulate professional. We will be talking about body language, greetings, voice and appearance - and how to maximise each to communicate skillfully. BUILDING LONG TERM RELATIONSHIPS WITH THE RIGHT PEOPLE In this module, you will learn how other industries create wow moments with their customers and how you can do the same in your practice. HOW TO SELL YOUR SKILLS FOR WHAT THEY ARE WORTH This module teaches how to sell your ideas, procedures and treatment options in a simple and dynamic way. Even the simplest of treatments can often confuse patients - so how do you ensure your message is getting through and is exactly what the patient wants? You will learn a highly effective technique used by successful professionals globally, to demonstrate the difference your options will make. THE SERVICE ESSENTIALS THAT MAKE THE DIFFERENCE Excellent service doesn t just happen. It is designed, trained and continually measured and enhanced. Benefit from our years of working with the world s leading hotels & resorts, retailers and companies renowned for their exceptional service; you will learn what makes an excellent customer experience - and how to create this in your own practice. HOW TO BECOME THE ONLY DENTAL PROFESSIONAL TO GO TO Today, more practices are opening and there is increasing competition and more options for patients to choose from. The days of having one dentist for life are over. You must stand out from the crowd in order to thrive. In this module, you will learn how to take advantage of social media, personal interaction and skillful communication to enhance your reputation.

5 WHAT S COVERED? Continued... ASKING THE RIGHT QUESTIONS - THE 3 STEPS OF UNCOVERING WHAT IS IMPORTANT Asking good questions is a skill. Often people use the same questions over and over again. This module focuses on how to skillfully ask killer questions that dig deep into what is driving the patient towards one type of treatment versus another. You will also learn what patients truly buy and how to uncover this while leaving the patient feeling cared for and understood. TALKING ABOUT PRICE AND TREATMENT OPTIONS Patients often base their decision making on how well they have understood the options from you - so being able to clearly and effectively present your ideas is essential. You will learn how to present your ideas in a logical process that is easy to understand from a patient s perspective and receive coaching and feedback on how you can refine your communication to maximise your personal effectiveness with patients. CLOSING THE SALE - NOTHING HAPPENS UNTIL A PATIENT SAYS YES! Nothing happens until a patient makes a decision to proceed with treatment - In this section you will learn various closing techniques that can be used to gain agreement in an ethical and non-threatening manner. You will also learn how to talk about price confidently and how to ask for the amount you feel your services are worth without discounting at the last minute. WHY ATTEND THIS COURSE? This course is unlike any other being taught in the UK and teaches participants essential sales and communication skills that have proven to work for the most successful professionals in their respective fields. Unique to all of our classes, you will get personal feedback and coaching from your facilitator on your individual skills, so that you can focus and refine your abilities and know you are using your new skills correctly. This class is focused completely on you as a professional and equips you with stronger, more efficient selling and communication tools that will make a major impact in your professional life.

6 THE RESULTS Professionals have said: I am more confident talking about money and treatment options with patients and I am now achieving better uptake on private treatments I have learned how to build stronger relationships with my patients and I have seen a big increase in referrals Confidence for the whole team has increased massively and the team now has a sense of purpose and alignment to our vision for the Practice I can now see why I was asking the wrong questions - this course has helped me to increase my private earnings by four times what it was this time last year The delivery of this course will be different to any you have previously taken part in. This is not a two day lecture, but an interactive experience, where you will learn new skills and develop new behaviour styles in a very inspirational and motivational way. By far the best training I have ever had - Adam is world class and truly shows you what to do to be more successful ABOUT ADAM MORGAN ABILD CHSE Adam is recognized as a leader in changing behaviours and heads up Master Connection Associates in the UK and Europe. His award winning training work includes the prestigious National Training Award in the UK and he continues to work with the leading hotels & resorts, retailers and financial institutions of the world with phenomenal success. Adam is a skilled training professional, communicator and accredited psychometric practitioner and leader. Many people liken a training course with him as training and a show because of the high energy, fun and light hearted approach he has to learning. He has been instrumental in the creation, development and implementation of multiple sites and centers both in the UK and overseas for one of the world s largest banks and has held roles including Head of Human Resources, International Learning & Development Manager and Head of Quality and Customer Experience.

7 Call Visit

8 TO BOOK YOUR PLACE OR FOR MORE INFORMATION, OR... TO ARRANGE TRAINING IN YOUR OWN PRACTICE OR A PRACTICE VISIT: CALL: VISIT: Master Connection Associates

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