"What's with all changes?" I asked.

"It's all your idea," he said. "You are a marketing genius. If I can get people to start working on their next cavities as they are walking out from my office, I can increase my business by up to 17%."

As he began to work in my mouth, I noticed a TV screen above. "Datz nuu," I said.

"Oh yes," he answered, flicking a button. "See? I have it set at All-Sugar Channel."

The dentist finished excavating and reassembled what was left of my mouth.

"Here you go," He said proudly, handing me a lollipop.

"Didn't you used to hand out toothbrushes?" I asked.

"Shh. Don't remind anybody of that. Toothbrushes are bad for business," he explained.

I just could not believe what I had seen. I headed over to body shop to see how my car was doing. A few repairs were needed, thanks to some bozo on a cell phone who thought that a red light means "stop when you hit another car".

"How's my car doing, Jack?" I asked.

"It's OK. You didn't get hit too hard," he replied.

"Good thing he was only talking on a cell phone and not watching a game show on TV when he hit me," I remarked. "Hey did you see what's going on at dentist?"

"Yeah, what's he doing with all those cookie posters in his waiting room?" Jack asked.

I explained how woman's magazine was building its customer base by tempting dieters with cakes labeled "yum!"

"It's dentist's new business development program," I said.

I was about to pay for repair work when Jack held out a cell phone and a mini-TV set. "If you take cell phone, I give you a five percent discount. Take TV set and you get a ten percent discount."

"What are you, doing?" I demanded.

"Hey," replied Jack. "It's my new business development program."

Creativity – Many people read a book on “skills” of cold calling and selling. Do Step A and you get Result B. Fact is, there will be times getting your foot in door is about trusting your creativity.

How often have you gotten an intuitive thought or a feeling to try something different? And how often does reason take over intuition? Some of most successful sales professionals trust their intuition and inner knowing to lead them to step through door of unknown.

It is in willingness to explore unique methods for approaching any given situation magic of selling will occur. The next time you “get that feeling” be willing to explore creativity of your idea and watch magic happen.

Consistency – Success is often not result of big actions, but rather one tiny action at a time. It is in consistency of our actions on a daily basis; making call, following up on a regular basis, inputting names into database, and having a system that allows us to free our minds of unnecessary concern and clutter. When mind is clear, there is more opportunity to be creative and walk in a place of courage. This allows for truly serving needs of your customers and clients.

Selling is not about closing deal. It is about desire to serve others through products and services we provide. Serve well.