Introduction to ethical sales and communication

Speaker: Ashley Latter

Date: April 25, 2020

Time: 10:15‐11:15

Room: atrium_3

Learn how to sell without selling

Session aims

In a consultation with a patient, 85% of a dentist’s success is down to their communication skills. Most dentists spend most of their time developing their product knowledge. This presentation will focus on the 85% that will make you successful. With all the uncertainty in the NHS and increased competition, there has never been a more important time to develop these crucial skills.

Learning outcomes

• Discover the two major ways of building rapport with your patients
• Learn what the eight steps are to a personal consultation
• Learn the importance of asking questions and the four-step protocol of questioning our patients
• Learn the importance of listening to understand and not to respond
• Discover what to say to influence patients and what not to say to dissuade them.

eCPD development outcomes

• A – Effective communication with patients, the dental team and others across dentistry, including when obtaining consent, dealing with complaints and raising concerns when patients are at risk.