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Tailor-Made, verifiable CPD to help dental practices be more successful -

AND boost the productivity, motivation and PRIDE of all team members

Participating team members each receive a copy of the 32 page handbook "HELPING Patients to Buy"

  • Teamwork - Share, Care, Communicate !

  • Empathy - inside the patient’s mind; how to earn their respect

  • Establishing a patient’s TRUE needs - getting to know patients

  • Presenting to HELP a patient buy - features and benefits

Chapters in the HELPING Patients to Buy handbook include:

  • HELPING patients decide - “closing the sale”

  • Use and interpretation of body language - golden rules

  • HELPING reluctant patients - gaining agreement; assertiveness

  • HELPING patients over the telephone - converting enquiries

The BENEFITS

How Good ARE We At....?

  • credibility of identified practice strengths and weaknesses is guaranteed because team members have done it themselves - anonymously

WHO Should Attend

any members of the team, in any mix, ideally a minimum of 6 up to 10

HOW the Module Works

  • using the 12 questions as a visual aid, the principles of the topic (teamwork, customer care, or helping patients to buy) are explained and discussed

An Example 2 hour Agenda

for 6 delegates from a practice where the full team of 15 completed

"How Good Are We At TEAMWORK?" questionnaires

  • issue of original (uncompleted) questionnaires for discussion on the principles of teamwork - Share, Care, Communicate!

a choice of 3 subjects  -   Teamwork/Communications  -  Customer Care  -  HELPING Patients to Buy

  • in two teams of 3, each with a different brief; egs: "study the results to form conclusions on how the practice could improve its communications" or simply, "comment on what you agree are the 3 most relevant results

  • team members can open-mindedly discuss causes and optional actions without ever being personal

  • open forum on conclusions to agree recommended Action Plans to improve and how this exercise could be followed up

  • issue of the summary sheet of all 15 questionnaires completed by the practice team; explanation of the columns for understanding

The principle is that ideally ALL team members at all levels (not just those attending a workshop) individually and in confidence (anonymity guaranteed) complete a simple (about 10 minutes) questionnaire (scoring each of 12 questions 1 to 5) We collect forms and present the results on the Module. Team members then work in teams to draw conclusions and agree Action Plans to improve - with no-one ever knowing what anyone scored for any question!

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A 2 hour Module is for 4 to 10 delegates of any mix. A large practice could hold a few workshops; or include the module in a full day team training workshop. For more detail on the options, see page how good ARE we? 

  • the results can be used in a variety of ways by management eg repeat the exercise in 3 months to measure progress/changes

  • if the formula works for the practice on one subject, it could follow up with others.

  • delegates are then issued with the results of the questionnaire and, in teams of 3 or 4, discuss them in various ways to produce Action Plans

  • as time allows, this process is repeated with different teams and briefs

Call Rick Whitehead on 01494 589 889 or email him rick@impetustraining.co.uk to discuss possibilities

return to Lunchtime Learning

-  a TWO HOUR Learning Module; ideal numbers 4 - 10

designed BY team members FOR team members - prices £350 for up to 6, extra £25 each