112 – Prescription without Diagnosis is Malpractice
Telling is not selling – Selling is asking questions
The Discovery Appointment is where you diagnose your prospect to find their pain. You are learning how John Smith sees the world – and what keeps him up at night.
Imagine you go to the Doctor, and tell him about a pain in your stomach. Then, without asking any questions, he says, you have cancer, we need to operate. Ridiculous of course!
Just like a medical doctor asks a patient, where does it hurt, as a sales professional, we ask questions to learn about our prospects pain points.
Pain points are our focus because that’s where we can provide the most value.
Asking questions is The Discovery Appointment.
Prescription without Diagnosis is Malpractice
