Let’s suppose you are a doctor and a patient requesting surgery came to you and immediately asked about price and availability.
How would you respond?
“Sure, here’s my quote. Call me if you have any questions.”
Of course, you would never reply in this manner. Yet, many salespeople continue to sell this way. And as a result, they unfortunately do not close many sales.
The doctor will stop the patient and say,
“Wait, slow down, let’s determine what’s going on with your illness.
- How long has this been going on?
- Where’s the pain?
- What other options have you considered?”
Any ethical doctor will follow this protocol.
My recommendation… like the good doctor, a great salesperson must follow the same protocol.
Slow things down in order to speed things up.
Take time to ask the right questions to determine how to “take away” your customer’s pain. You’ll close more sales faster — with less effort.