Ashley Latter - Discussing Fees (part 2) E154

DENTOLOGY - The Business of Dentistry

This week we welcome back Ashley Latter, author and experienced business trainer/coach, delve deeper into the topic of dentists discussing fees with their patients, previously touched upon in his first episode (episode 131, released in Feb 2024).

In this episode, Ashley explores whether dentists value themselves and examines the potential link between self-worth and the ease of discussing fees.

He discusses if there is a standard process that can make the 'money conversation' more comfortable, identifies who in a practice is best suited to discuss fees, and addresses the gap between public perception and the actual cost of dentistry. Additionally, he considers the impact of the NHS's positioning on this issue.

Finally, Ashley highlights the importance of training and the necessary skills for discussing fees within a dental practice. He also questions whether there is enough tenacity in dental practices to handle objections effectively or if there is a tendency to quickly move on to the next patient.

Topics:

- Do dentists value themselves?

- Does there need to be a link between valuing yourself and others to be comfortable discussing fees?

- Is there a standard process to follow which makes the ‘money conversation’ easier?

- Who is the best person in a practice to discuss fees?

- Is there a disconnect between public perception and the actual cost of dentistry?

- Does the positioning of the NHS help?

- Are there other areas of life that getting comfortable with fees positively impact?

- Is there enough tenacity in dental practices to handle objections or is there a tendency to move on to the next patient?

- How important is training to be informed enough to discuss fees?

- Is there a fine line between hard sales tactics vs ethical sales?