From the course: The 52 Best Sales Prospecting Tips

Unlock the full course today

Join today to access over 22,500 courses taught by industry experts or purchase this course individually.

Be assertive and assumptive

Be assertive and assumptive

From the course: The 52 Best Sales Prospecting Tips

Start my 1-month free trial

Be assertive and assumptive

- Time and time again, I've compared salespeople to two professions, doctors and consultants. You could say a doctor is a consultant but for argument's sake, let's keep them separate. Now, let's start with a doctor for let's say a broken arm. You go in and see them and they can see that your arm is clearly broken. So they begin treating you. Now this time, you're the person in need. You're looking for a savior. Anyone who can take away your pain and fix your arm. So, if during this process they're asking you questions like would you like to have an x-ray on that arm? Or do you think we should give you some painkillers? Or I'm thinking that arm should be in a cast? Would you be open to that? Then they're not going to instill confidence in you. You don't know what you're doing. You're not a doctor and more importantly, you're a little distracted by the fact that your arm is broken. Now let's say during the process…

Contents