Why do we go to the doctor? Easy answer, to get rid of pain. It may be minor, it may be something more serious. When we walk in, we expect questions. Where does it hurt, what is the pain like? How intense is the pain? How long has it been like this? You know the questions. You expect them, how else will the doctor figure out what is wrong?
What if you walked in and the doctor didn’t ask you the first question, just wrote a scrip for meds? That wouldn’t be very effective–how would he know what you needed? How do you know he’s prescribed the right thing?
A drug dealer asks no questions. All he needs is someone who wants what he’s selling. He doesn’t care how you feel, or try to diagnose problems. He’s looking for the sale.
As business people, we are selling a product. Sales stigma is from too many who have gone before us who sold like drug dealers instead of like doctors. Our job isn’t only to find the right prospects and show up with a product or solution. Our job, like the doctor’s is to Question, assess, diagnose and prescribe.
Paraphrased from “The Simple Truths of Selling” by Todd Duncan