What do I mean by ‘sell like a doctor’? I’ve found that 90% of salespeople get it wrong. They basically vomit every feature and benefit of their service during their sales presentation in the hope that something hits a nerve that will make the prospect buy. This is the equivalent of having an appointment with a doctor where they poke all your body parts while asking, ‘Does that hurt?’ and ‘How about here?’ Instead, a good doctor begins by asking, ‘Where is the pain?’ Remember that in the medical profession… A prescription without a diagnosis is malpractice And it’s the same in sales. Once
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