Ashley Latter Dental Sales Training

Entrepreneurs: The Unsung Heroes of the Country

Two weeks ago, I stood along with a couple of hundred Mancunians at our local church for Remembrance Day. It is a time to reflect the true heroes of the country and a time to say thank you to the sacrifices they made, so we can enjoy our lives here in the UK.

Today, I want to salute the other unsung heroes of the UK, all the people that run their own businesses and in particular my marketplace, all the people that run their own Dental Practices. Entrepreneurs stand as the unsung heroes, driving innovation, creating jobs, and fostering economic growth. These resilient individuals often work behind the scenes, laying the foundation for a thriving Dental Practice, often working seven days a week, and even on their down time with family and friends, they will always be thinking about their Dental Practice, yet seldom do they ever receive the recognition they deserve.

True Entrepreneurs take risks, they take large loans often against their own property and when it is a startup, they do not pay themselves a wage for many weeks, months and in some cases several years, so that their Practices can make a profit. Everyone else gets paid before they do. The one common denominator of a Practice Owner is that they all have a tale on how they struggled to meet at least one payroll.

Practice Owners create jobs, provide employment opportunities, reduce unemployment rates, and contribute to a more robust and diverse economy. They pay significant amounts of tax and must deal with increasing amounts of bureaucracy from stupid governments. They succeed, despite governments and the hurdles they place in front of them.

Entrepreneurs are inherently resilient, when they get knocked down, they often get back up again, only to be punched again. Yet, entrepreneurs persist, driven by their passion and vision for a better future. Any profit they make is often re-invested in staff training and in new equipment.

Despite their significant contributions, entrepreneurs/Practice Owners often go unrecognized. The journey of entrepreneurship is not glamorous; it involves long hours, financial risk, and the burden of uncertainty. Entrepreneurs invest their time, money, and energy into ventures that may not always succeed. Do not even talk about the sleepless nights they have.

So today, as we enter the final few days, before our Socialist Government unearths more tax rises and more rules and regulations in this week’s budget. I salute you all and in my eyes you are all heroes and I want to thank you for everything you do for your communities and for the lives of the people you employ.

great podcast

Why customer service lessons from BUPA, Chicago and an Optician matter for every dental practice In this episode of "Two Reds are Better than One" podcast, Chris and Ashley explore a variety of customer service experiences from their travels, highlighting both excellent and poor examples. These stories offer valuable lessons for dentists and practice owners. The insights shared in this episode....

Ashley Latter and The Perfect Dental Consultation Ashley Latter, the renowned communication coach who helps dental teams with their sales technique, discusses his new book: The Perfect Dental Consultation.Th...

🚀 New Release! The Perfect Dental Consultation by Ashley Latter 📘

Discover the 8 essential steps to increase treatment plan acceptance, boost patient trust, and charge the fees that your services deserve! All in an ethical manner

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FREE: How to Overcome Price Objections when patients say they can get the treatment 'cheaper abroad'.

Start having more patients say YES today!

If you find Discussing Fees a challenge or you discount your fees i your head then I share several strategies to make this easier for you.

After 28 years of coaching dentists worldwide… the wait is finally over! 🎉

My brand-new book The Perfect Dental Consultation is AVAILABLE NOW.

It’s your step-by-step guide to mastering the consultation and helping more patients say “yes” to treatment.

✅Learn the 8 essential steps to the perfect consultation.
✅ Learn how to confidently present fees
✅ Stop unnecessary discounting
✅ Increase treatment acceptance rates
✅ Do more of the treatment that you love to do and most importantly- your patients want!

This is a must-read for every dentist and dental team member.
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As an additional thank you- You will receive the short online programme that discusses how to overcome the objection when patients say they can get the treatment cheaper abroad.

I really hope you enjoy the book and thank you for all your constinued support.

Ashley

Today, I coached two clients who are Dental Technicians. They are preparing a series of pitches for a major UK Corporate, which is also one of my clients. (Stay with me; there’s a lesson for us all at the end.)

They shared their presentation with me. It was a solid 7 out of 10. They had a compelling story, polished slides, and were overall good presenters.

However, I asked a question: considering this could lead to a million pounds order, and a long-term relationship, what could you do to ensure it’s a 10 out of 10 presentation?

This question took them by surprise. Here are a few of my suggestions to elevate their presentation to a 10/10 and increase the chances of securing the business:

    1    Engage with Decision Makers: Discover their biggest challenges with current suppliers.
    2    Identify Needs: Ask what three things they wish their new Lab could offer that their existing one does not.
    3    Consult with Dentists: Learn what they desire.
    4    Offer Training: Provide courses to help dentists adapt to the digital world, available via Zoom or in-person.
    5    Make a Unique Offer: Consider offering the first job for free, with a follow-up call scheduled with the dentist after delivery.
    6    Include Testimonials: Real-life client stories are ten times more effective than self-promotion.

By incorporating these elements, their presentation could move closer to a perfect ten. I left them with some tasks to complete.

Now, consider this: when thinking about a consultation you might have today or this week, rather than seeing it as just another presentation, imagine it could be worth a million pounds to you or the Practice. Would you act and behave differently? What changes would you make?

Just a thought—this might be a valuable topic for your next team meeting.

Feel free to discuss this with your team and see how it might inspire a shift in your approach!