Social Influence For Dentists, By A Dentist

Apr 11, 2015


Dr. Christopher Phelps DMD has taken the Six Universal Principles of Social Influence and applied them to the special needs of dentists.


Dr. Phelps is uniquely qualified to do this. He is a successful and respected general dentist who owns multiple practices in the Charlotte, NC area. He is also one of just 21 Certified Trainers in Dr. Robert Cialdini's Method of Influence.

Dr. Cialdini is the author of the groundbreaking book Influence – a new York Times Bestseller and often mentioned as one of the best business books of all time. Currently Dr. Cialdini is Regents’ Professor Emeritus of Psychology and Marketing at Arizona State University and the leading authority on the science of influence and persuasion.


It’s easy for me to recommend Dr. Chris Phelps highly as a Principles of Persuasion Workshop presenter because I am confident that participants in his workshops will do the same. That is so not just because of his engaging presentational style but also because of a truly impressive ability to link workshop material to specific actions steps that improve participants’ bottom lines.”

- Dr. Robert Cialdini


Chris has applied Dr. Cialdini's principles in his own practice to address some of the problems most commonly faced by dentists, and he is now sharing them in a two-day seminar. Some of the topics include:


  • Reducing uncertainty about treatment plans so that clients will move forward with expert recommendations. Incredibly this is a real issue in many aspects of health care. A well-meaning, well-trained professional gives expert, well-intentioned advice in the best interest of a client who responds with "well, my friend's friend had that procedure and told me they weren't happy so I'm not doing it!"
  • Decreasing no-shows. No-shows might seem harmless to the patient but they are very expensive for the dentist. They represent a significant opportunity cost – a unit of time that they would have been able to sell otherwise now "spoils" and can never be recovered. Dr. Cialdini worked with the National Health Service in the UK to combat this very problem and now, thanks to Dr. Phelps, those same techniques but optimized for dentists are being offered here.


I participated in the basic Influence at Work training program with Dr. Phelps in 2013. Since then he has provided me with specialized consulting, sharing his superior knowledge of the material and making it much more effective. I believe in his expertise and am a little jealous that I'm not a dentist and can't benefit from this specialized program.


"This course gave me so many positive takeaways I can use in my sales career. The workshop is ideal for any dentist or physician that wants to grow their practice. Getting patients to say yes is key in any practice!"

- Sandra B. Dental Sales Rep


Category: Selling

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