Course topics will include:

 

Dental Training College's Consultative Sales Mastery for Dental Practices course is split into twelve key units:

 

• Unit 1: Foundations of Ethical Sales

  • Understand the principles of ethical sales and their importance.
  • Learn the difference between traditional sales and ethical sales.
  • Explore the benefits of an ethical sales approach for patient trust and retention.

   

  Unit 2: SPIN Selling Technique

  • Master the SPIN Selling method (Situation, Problem, Implication, Need-Payoff).
  • Apply SPIN Selling to dental consultations to uncover patient needs.
  • Develop ethical sales pitches using the SPIN framework.

   

  Unit 3: Consultative and Solution Selling

  • Embrace Consultative Selling by acting as a trusted advisor, offering tailored advice and solutions.
  • Utilize Solution Selling to focus on resolving specific patient issues, emphasizing outcome over process.
  • Enhance patient understanding and engagement through targeted solution-focused communication.

   

  Unit 4: Value-Based Selling

  • Focus on communicating the intrinsic value and benefits of treatments, rather than just features.
  • Train on methods to help patients understand how treatments can enhance their quality of life.
  • Develop strategies to articulate the long-term health benefits of proposed treatments.

   

  Unit 5: Building Rapport and Trust

  • Techniques to establish rapport quickly with new patients.
  • Strategies for building long-term trust and relationships.
  • The role of empathy and active listening in patient interactions.

   

  Unit 6: Upselling and Cross-Selling

  • Identify opportunities for ethical upselling and cross-selling.
  • Techniques for presenting additional treatments without pressure.
  • Measure the impact of upselling on patient satisfaction and practice revenue.

   

  Unit 7: Developing a Structured Sales Process

  • Create a step-by-step sales process tailored to your practice.
  • Integrate sales processes into daily practice operations.
  • Ensure consistency and effectiveness in all patient interactions.

   

  Unit 8: Innovative Communication Skills

  • Learn advanced communication skills to educate patients effectively.
  • Develop strategies for explaining complex treatments in simple terms.
  • Use storytelling to make treatments more relatable to patients.

   

  Unit 9: Handling Objections and Concerns

  • Anticipate common patient objections and concerns.
  • Develop techniques for addressing objections ethically.
  • Turn objections into opportunities for deeper patient engagement.

   

  Unit 10: Case Studies and Real-World Applications

  • Analyze successful ethical sales strategies from leading practices.
  • Explore ethical sales scripts, scenarios and role play exercises.
  • Apply lessons learned to your practice.

 

Although there is no specified time limit, we do recommended completing as soon as possible in order to get the most out of the course.

You can start as soon as your enrolment is complete and you receive your course pack (typically within 3-5 days).

This is a blended-learning course (distance learning with on-demand online tutor support included). You’ll receive a professionally printed Course Pack containing all your course materials, typically delivered within 3–5 days of payment. It’s a practical, flexible way to learn, built around real materials you can reference throughout your career, and real support when you need it.

1.
Simply enrol on the course by clicking the Enrol Now button, entering your details, and clicking Enrol.

2.
Once enrolled we'll send you a confirmation email containing your invoice and the expected Course Pack delivery date (typically within 3-5 working days).

3.
Once your Course Pack is delivered, you can begin the course. Remember, our blended learning approach means you're never alone, on-demand tutor support is available whenever you need it.

4.
After completing the course, let us know if you need expert implementation support, and we'll connect you with a consultant for up to 2 weeks of personalised consultation.

5.
Congratulations! You've completed the course and unlocked a new path to maximising long-term patient value. To document your achievement, we can send you a certificate upon request.