| Is your appointment book telling you the whole story?
Perhaps you’re looking at gaps in your appointment book, wondering where your next patients are coming from and why more people aren’t saying yes to the treatment you recommend. Or perhaps the opposite is true. Your appointment book is bursting at the seams. You’re working incredibly hard, yet you’re still not doing the dentistry you really enjoy, seeing the patients you would love to treat, or achieving the financial returns your time, skills and expertise deserve.
Two very different situations. Yet both may have the same underlying problem. It’s not necessarily your clinical skills, your fees, your location or even the number of patients coming through your door.
It could be what happens during your conversations with patients. Patients don’t make decisions based on clinical facts alone. They make decisions based on what matters to them, what they understand, what they value and how confident they feel about moving forward. The question is, do you know how to discover what really matters to your patients and help them make the BEST CHOICES for themselves? That’s precisely what we teach you in:
Patient Centred Sales – BEST CHOICES Our three-day, face-to-face workshop gives you a practical, ethical and repeatable communication framework that helps you:
Don’t just take our word for it. Discover what we teach. We’ve created 12 short videos, one for each module of the workshop, so you can explore what you’ll learn and understand how each element contributes to more confident consultations, better patient experiences and more predictable treatment acceptance. Explore our 12 modules and discover what could be missing from your patient conversations. 01 Foundations Could the way you think about sales be holding you back? Discover the foundations of ethical, patient-centred sales and why great communication begins long before discussing treatment. 02 Build Trust and Connection Do your patients feel genuinely understood? Discover how to create rapport, develop confidence and build the trust that encourages patients to open up. 03 Elicit Information Are you asking the right questions, or making assumptions? Learn how to uncover what your patients really want, need, value and fear. 04 Summarise Do your patients know you’ve truly understood them? Discover how effective summarising creates clarity, confirms understanding and prevents misunderstandings. 05 Testify Capability Do your patients appreciate what you can do for them? Learn how to communicate your expertise and capability without sounding boastful or sales-focused. 06 Craft Your Treatment Plan Are you presenting the treatment you think is best, or the solution that matters most to your patient? Discover how to develop treatment recommendations that connect clinical possibilities with personal priorities. 07 Helpful Evidence Are you giving patients information or helping them make decisions? Learn how to use appropriate evidence to build understanding, confidence and reassurance. 08 Overcoming Objections Do patients say ‘It’s too expensive’ or ‘I need to think about it’? Discover how to explore concerns without pressure, persuasion or uncomfortable sales techniques. 09 Invite Commitment Are patients leaving without making a decision? Discover how to confidently invite patients to take the next step, without feeling pushy. 10 Collect Testimonials and Referrals Are your happiest patients helping your practice grow? Learn how to encourage genuine recommendations and testimonials that build trust with future patients. 11 Exceed Expectations Are you simply providing good dentistry, or creating experiences patients genuinely value? Discover how to go beyond expectations and develop lasting patient relationships. 12 Systemise Success Are your results consistent, or dependent on individual conversations? Learn how to embed the BEST CHOICES principles into repeatable systems that support long-term success. |
The missing piece may not be more patients- what is it is better conversations
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If your appointment book is empty, discover how better patient conversations can help you increase treatment acceptance and make the most of every opportunity.
If your appointment book is full, but you’re not doing the dentistry you enjoy or achieving the financial rewards you deserve, discover how to attract the right treatment opportunities and help patients understand the value of your recommendations.
Whichever situation you recognise, Patient Centred Sales – BEST CHOICES could be the missing piece.
Join us in Newcastle, 1–3 November 2026, for three days of practical, transformative learning.
Stop hoping patients will say yes. Start understanding how to help them make the BEST CHOICES.
Or, if you’d like to talk through whether BEST CHOICES is right for you, I’d be delighted to have a conversation.
I look forward to seeing you in Newcastle.
Jane Lelean
A problem can only be present in the absence of a truth-full conversation.
