What a Salesperson Can Learn From a Doctor

A critical insight gained from a LinkedIn Sales Course

Photo by Kendal on Unsplash

Treat your discovery calls like a doctor visit.

A doctor doesn’t bombard a patient with a pitch stating everything he can do.

He doesn’t talk about the medications he prescribes and asks which one might apply to you.

Instead, a doctor sits there and listens to you.

He asks you questions about your problems and your pains.

He learns when they started, what triggers them, and how often they occur.

And then, once he has discovered what is wrong with you, can he apply his knowledge and expertise, and help you.

And then — and only then — does he prescribe his solution.