Sell Like a Doctor™Question 1 of 8

Test 01 · The Problem Test

When a potential client describes their situation, what usually happens next?

I take their description at face value and start explaining how I can help.
I keep asking until they name the real problem themselves, in their own words.
I mostly listen, and then I present what I offer.
I ask a few questions, then I tell them what I think their problem is.

Test 02 · The Priority Test

How do you find out whether this problem matters right now?

I ask what happens if nothing changes for the next six months, and I wait for a real answer.
I do not ask. I create urgency later, with a deadline or a discount.
I ask them whether it is urgent.
I assume it is urgent, because they contacted me.
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Test 03 · The Outcome Test

How specific is the outcome you agree on before any work starts?

It stays general: growth, clarity, more clients.
We talk about the result they want, but not in numbers.
We mostly discuss what I will deliver, not what they will get.
We write down a measurable result, and how we will both know it was reached.
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Test 04 · The Change Test

What do you do about the client’s willingness to change how they work?

I make it as easy as possible, so nothing really has to change.
I mention that some effort will be needed on their side.
I test it directly, and I name the exact habits that will have to change.
I hope they will find the motivation once we start.
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Test 05 · The Fit Test

In the last twelve months, how often did you tell a paying prospect they were not a fit?

Once or twice, when it was obvious.
Never. I need the revenue.
Regularly. I turn down work that does not belong to me.
Almost never. I usually find a way to make it work.
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Test 06 · The Expectation Test

Someone expects results far faster than is realistic. What do you do?

I correct the expectation before we go any further, even if it costs me the deal.
I stay vague about timing, so I do not scare them off.
I soften it, and explain that it usually takes longer.
I let them believe it. They will see for themselves soon enough.
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Test 07 · The Partnership Test

Once the money is paid, who actually does the work?

I end up doing most of it myself, to protect the result.
We agree exactly what they own and what I own, and I hold them to it.
They expect me to deliver the outcome for them, and I accept that.
We discuss it, but the line between us is not sharp.
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Test 08 · The Prescription Test

How do you present what you recommend?

I give two or three options and let them choose.
I ask them what they would like to buy.
I give one clear recommendation, like a prescription, and I say why.
I present everything I could possibly do, and wait for their reaction.
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