Telling is not selling – Selling is asking questions

The Discovery Appointment is where you diagnose your prospect to find their pain.  You are learning how John Smith sees the world – and what keeps him up at night.

Imagine you go to the Doctor, and tell him about a pain in your stomach.  Then, without asking any questions, he says, you have cancer, we need to operate. Ridiculous of course!

Just like a medical doctor asks a patient, where does it hurt, as a sales professional, we ask questions to learn about our prospects pain points.

Asking questions is The Discovery Appointment.

Prescription without Diagnosis is Malpractice