About this episode
Most people sell like a pushy salesperson. They pitch first, defend second, and hope something lands.
And the buyer’s brain does what it always does under pressure: it puts the walls up.
Try this instead.
Step into the doctor’s frame.
A doctor doesn’t pitch.
They ask questions.
They listen.
They diagnose.
Only then do they prescribe.
When you stop trying to convince and start trying to understand, the power dynamic shifts. You’re no longer fighting for the sale. You’re qualifying whether you should even take the case.
Your next sales call has one job: diagnose the real problem before you ever talk about the solution.
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