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The Challenger Sale

Can You Play Doctor on a Sales Call?

The other day I met a delightful lady, Wendy.  Wendy is a doctor who consults other doctors on infections.  When they can’t figure it out or when they don’t know what they are dealing with, they call on Wendy.  It is her job to determine what is killing the patient and to stop it.  As she explained to me what she does and how she does it, I realized she applies one of the most effective sales techniques in her job that enables her to be very good at what she does. read more