Make Your Client Come to You.

Make Your Client Come to You.

So we’ve just covered the Physician Analogy, and, hopefully, you’ve got a pretty basic understanding of the diagnostic sales process in terms of a real-world scenario. You’ve hopefully got an appreciation for the psychological underpinnings that make this process work, so… let’s see what makes the diagnostic sales process tick:

Step #1 – Induce the Customer to Come to You
As we’ve discussed, traditional sales based marketing just doesn’t work well anymore. It is especially poor in your profession as a consultant. It alienates the prospect, positions you as a sales person and, in the end, takes you farther away from where you want to be. Not closer…[Read More…]

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