Program topics will include:

 

Dental Training College's Consultative Sales Mastery for Dental Practices program 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.

 

You can begin as soon as your enrolment is complete and your Program Pack arrives (typically within 3–5 working days).

This is a blended-learning program combining distance learning with a One-to-One Consultation and on-demand online tutor support throughout. You’ll receive a professionally printed Bespoke Program Pack containing all your resource materials, typically delivered within 3–5 working days.

It’s a practical, flexible way to learn, built around real materials you can reference anytime, and real support when you need it.

1.
Simply click ‘Buy Now’ and get started with a £250 deposit, we’ll invoice the balance separately.

2.
You’ll receive a confirmation email containing your invoice and the expected Program Pack delivery date (typically within 3-5 working days).

3.
Start with your Program Pack. Beginning with a 1-to-1 consultation with your industry expert, you’ll also receive on-demand tutor support throughout.

4.
If you need help applying what you’ve learned, we can arrange a personalised end-of-program Q&A session with your consultant at your request.

5.
Congratulations, you’ve completed the Program and unlocked a proven path to maximising long-term patient value. Your certificate of completion is available upon request.