From the course: Selling with Empathy during Uncertain Times

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Create a vivid mental picture before selling

Create a vivid mental picture before selling

From the course: Selling with Empathy during Uncertain Times

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Create a vivid mental picture before selling

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- The way you perceive your customers impacts the way that you interact with them, and it also affects your personal motivation. So you want to have a vivid, positive picture of the customers that you can help in your head. Let me explain to you what this does for you and I'm going to use an example. I'm going to tell you about one of the best salespeople I ever met and she worked in the biotech space. And one time when I was out coaching, I asked her, "What do you think about when you go on sales calls?" And I will never forget her answer. She said, "You know what? "I always think about this one particular patient." She said, "I was standing in one of my doctor's offices. "This little old lady tapped me on the shoulder and said, "are you the rep for this drug?" She said, "Yes, ma'am I am." She said the little old lady looked her in the eye and said, "Well, I just want to thank you. "I want to thank you for giving me my life…

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