Have you noticed the no-nonsense approach your doctor takes when you are there for a specific reason?
How are you feeling?
Where does it hurt?
How long have you felt this way?
Do you have other symptoms?
Is the pain constant or random?
Bang, bang, bang. Question, answer and so on. In most cases the diagnoses occurs in minutes. The doctor knows the right questions to ask and is trained to find pain.
Do you conduct your sales process in the same manner? Your prospects don't have aching backs...but something is causing them pain.
There are times when you will not find pain. Move on. Selling ice cubes to Eskimos is less likely than selling them to wanderers in the desert.
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