impetustraining_TEXTwhite - Copy ImpetusTraining-MasterLogo

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

persuasive communicating to influence and inspire  -  a TWO HOUR Learning Module; ideal numbers 2 to 6

The BENEFITS

The PERSUASIVE Professional

  • delegates develop their ability to advise and persuade, rather "tell" patients what they should do!

WHO Should Attend

practice leadership and management, patient co-ordinators, other senior staff

HOW the Module Works

the Persuasive Professional is a self development book; this module is used to kick-start the process by ensuring each delegate understands how they as individuals can use it as is applicable to them - their personality and job role

An Example 2 hour Agenda

  • introductions, CPD Objectives, H&S, programme content and style

  • issue CPD Certificates; optional individual consultations if required

personalised for 4 to 6 delegates to kick-start a self development process

  • issue of "The Persuasive Professional"; round table introductory discussion on each delegate's perceived priorities

A module based on Rick Whitehead's book "The Persuasive Professional", written for anyone who, needs to influence, motivate and persuade others - and the more effectively they do this, the more successful they will be.

  • "group therapy" for each delegate to truly accept what her/his own priorities  are - for learning and developing in order to HELP patients

  • people will be persuaded if they can accept new information and advice from someone they instinctively believe - a dental professional SHOULD be that person - IF they don't project as condescending or "telling"!

  • discussion to "buddy-up" delegates based on their priorities

  • in pairs discuss and agree the situations they need to prioritise

  • open forum on different chapters in the book as time allows; agreement on how Rick will follow up to help delegates

  • introduction to "Experiential Profiling for Persuasive Professionals" and individual completion of exercises on page 3 of the book

1. the Persuasive Professional

2. the Informative Professional

3. the Controlled Professional

4. the Professional Motivator

001-hands-4

We all have different personalities and, if you NEED at times, to influence, motivate and persuade, but aren’t naturally very good at it, then you are at a disadvantage to others who are more “persuasive”, or “charming” or “charismatic” by nature.

5. the Professional Negotiator

6. Pitching & Presenting Professionally

7. the Reflective Professional (Bright &

The 7 chapters in the book are:

The book is NOT for "Salespeople" - it is aimed at people who, during their "real work" (eg a dentist) also need to persuade others (eg patients!)

Dark side reference card inside cover)

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

return to Lunchtime Learning

Prices £350 for up to 6 - extra £25 each