Dental Practice – Selling Differently

Everyone sells. Regardless of whether you earn your living directly from sales or not, you are selling all the time. How you look, how you dress, the look on your face, your posture, the words you speak and how you say them, what you write, do and live in each moment is a statement about you.

The vast majority of selling methods are flawed and few sales people have been taught the structure that leads to consistent and predictable results. There are two basic positions in life from which we respond:
•Reactive
•Creative

Individuals caught in a reactive structure find themselves always looking for strategies to solve all their sales problems. Strategies, however, can never take the place or overcome a defective structure.

Creation is the ART of CREATING VALUE. What we do and how we do it are all part of the process of the creation of value. It takes a great deal of meditation, reading, contemplation and evaluation of one’s behavior to begin to move into a creative method or mode.

As a young dentist in the 1970’s, I decided that I would help my patients create a plan. A plan to move them towards health – optimum health first and then later optimum repair.

By phasing my treatment plan, I found that the vast majority made choices to move towards, or create health in their dental lives. In time, this led them to create health in other areas of their lives.

In selling, we can sell to a person’s weakness or we can sell to their strength. The choice is yours.

Help people survive and survive only, and they will resent the cost in money and time. Help people create and they will reward you and love you for it.