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133 (Sell): Identifying the difference between pain and problem (Becc Holland, Founder & CEO @ Flip the Script)
30 Minutes to President's Club | No-Nonsense Sales
What Does a Demo Look Like?
The way that you think you're going to solve their issue isn't necessarily what they were looking for. I challenge people of if I were to walk in as a patient and I were to say, Armand, I want this medication. If you were the type of doctor that asked me zero questions and wrote the prescription, what would we think about you as a doctor? And like the difference is one solution to a problem could actually be life threatening to someone who doesn't have that problem.
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