These are difficult times in dentistry for many. There is more and more pressure upon dentists like you to get patients to proceed with treatment plans and yet dentists are fearful of saying the wrong thing because of a growing number of GDC cases for all manor of major and minor ‘offences’ that cite ‘communication’ as the cause of complaint.
We understand that this is frustrating for any dentist that puts patient care and best interests at the heart of what they do and yet has a growing list of patients that remain undecided or tell you that they ‘need to have a think about it’. But is ‘selling to them’ the answer, when outside of dentistry, we are all familiar with ‘mis-selling’ and treat sales people with caution?
If the feeling of being ‘sold to’ makes you feel uncomfortable then your feeling is right. Have you considered that your patients might feel the same way too?
Kevin Rose and dentist Simon Thackeray have developed a style of patient conversation that recognises you are in healthcare, not healthsell. They are now working with highly motivated dentists that want to know more about how to communicate effectively with their patients, consistently with GDC requirements and the latest developments with “Montgomery’.
Some dentists already recognise that there will be future GDC cases that revolve around the poor communication of options due to lack of determining the material risk to a patient and Simon Thackeray is one of them. He is also passionate about helping like minded dentists achieve what they really want….loyal and motivated patients that proceed with the treatment plans that they want and that you have recommended.
“The absolute must to understand how patients think. This will help you express recommendations for treatments better, reduce the risk of miscommunication and associated problems”
“I know that lots of dentists are uncomfortable with the idea of selling to their patients. However, we all need to grow our businesses too. This workshop has helped me get the balance right, which of course benefits everybody. Highly recommended”
Frank Goulbourn, Bancroft Dentistry
“Brilliant -ethical! Will benefit patients hugely. I now have the right tools and concepts to speak in a way that patients can understand”
“I turned round 3 very nervous new patients who are all now going for big implant treatments, all by asking the patient questions, and most importantly listening and effectively engaging with them – A greatly recommended course!”
Steve Neal, Cotteswold House Dental Practice
“To me, this changes the game when it comes to dentists exploring how to communicate treatment to patients. It’s not about selling more fancy veneers or whitening, it’s about finding out what your patient really wants from you. This is what will keep out of trouble with the GDC. Selling is a dirty word in dentistry!”
Steve Hudson GDPresources.com
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Kevin had approximately 19.25 happy years of leading, financing and developing small businesses before he got bored for around 7 months and 12 days, threw away his ties and decided to ‘do something’ about dentistry when he noticed that his dentist didn’t have a website, seemed to make up his prices and never smiled.
Having interviewed hundreds of small business owners and set up businesses from scratch, he has a width of perspective and a depth of experience that he has been sharing in dentistry since 2006.
He has been steadily building a loyal group of clients and guiding them away from the painful mistakes that he has seen other regulated professions make. Through inspiration, direction and experience, he helps his clients lead successful dental businesses, with engaged teams and chairs full of loyal patients.
In 2007 Simon ‘accidentally’ started doing expert witness reports, and these have steadily increased until he now generally has at least 10 active cases on the go at a time. Having realised the importance of his duties as an expert witness, and the fact that there was little dental-specific training available in this field, he then embarked on formalised legal training. He first obtained the Bond Solon/Cardiff University Expert witness Certification, and has more recently completed a Masters in Law at Northumbria University.
His thesis for this Masters was on the Types of Bias Exhibited by Expert Witnesses. He takes instruction in all types of case, from personal injury and clinical negligence to regulatory cases involving the GDC.
He has previously been a clinical tutor at Sheffield University, and also a Specialist Advisor to the CQC. He is a member of the BDA’s GDPC Committee and a Dentinal Tubules Study Club Director
It is his belief that with the advent of the Montgomery case there may well be cases in the future that will revolve around the mis-selling of dental options due to a lack of determining the material risk to the patient when using scripted and formulaic selling techniques.