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.
Register today
« Speaker list Lecture times » Workshop times »


  • Postponed: Scottish Dental Show 2020

    In light of the latest advice from the UK and Scottish Governments, we have taken the decision to postpone this year’s Scottish Dental Show.

    Find out more »
  • Information for delegates, exhibitors and speakers regarding the COVID-19 outbreak

    Updated: 11 March 2020

    Find out more »
  • Session booking

    The Scottish Dental Show 2020 education programme booking system hasn’t opened yet as we are still finalising some content with speakers.

    Find out more »
  • Preparations in full swing for 2020

    After breaking previous records this year, preparations for the Scottish Dental Show 2020 – are well under way.

    Find out more »
  • Exhibitor: Dentsply Sirona

    Dental technology can transform the way you and your teams work. From digital impressions with Primescan and surgical treatment planning with Simplant to 2D/3D CBCT radiography with the Orthophos imaging family, Dentsply Sirona provides comprehensive digital workflows so you can treat cases in less time, treat more complex cases with confidence and improve the predictability of treatment.

    Find out more »
Scottish Dental Show Sponsors

the Scottish Dental Show 2020

In light of the latest advice from the UK and Scottish Governments, we have taken the decision to postpone  this year’s Scottish Dental Show to a date later in 2020.