The doctor could easily take an X-Ray or MRI and say, “You need surgery on that knee.” Even if the diagnosis is absolutely correct, the ailing patient is likely to be skeptical. He may wonder, “How does he know that already?” “What are my other treatment options?” “Maybe I should get a second opinion.” Regardless, the patient is hesitant at best and more likely skeptical – in large part because the Doctor has provided exactly one option – surgery!
Tag Archives: Collaborative Selling
Stop Being a Subservient Salesman!
Practical examples on how UnSelling ensures that we can lower the buyer’s natural defenses about someone trying to “sell” them so that we can have a far more productive relationship with the buyer which encourages them to share more information about their needs, their priorities related to this initiative, and their personal agendas – all of which improves our ability to serve them effectively.