Brought to you by CloseForChiro
From ChiroSushi menTOR Brian Tracy
Did you know that top sales professionals see themselves as “Doctors of Selling?” They see themselves as professionals, well educated, acting in their “patient’s” best interest, and bound by a high code of ethics.
The medical process is the same everywhere. Whenever you go to any doctor, of any kind, for any condition, he will follow the three-part sequence of examination, diagnosis, and prescription.
Just as a medical professional would never think of treating you without following these three steps in order, you as a doctor of selling would never allow a customer to force you to sell without you going through your three stages as well. This is as applicable to selling magazines door-to-door as it is to selling oil tankers to Exxon.
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Professionals who sell in the way that doctors treat patients find that their sales activities proceed far more smoothly and result in better sales in less time.
Here are two things you can do immediately to put these ideas into action.
First, take the time to do a thorough examination by asking excellent questions and by listening carefully to the answers.
Second, repeat back and check your diagnosis with the customer so that you both agree on the need or problem – before you recommend a solution.
To your sales success,