FIELD-SALES5 MIN READ
First Visit: Earn the Real Problem
Use reflective listening and SPIN sequencing in a first field visit.
Marta M Office manager 1 Open 2 Problem 3 Implication The front desk 20 sec Scene The waiting room is full, the printer is jammed, and Marta gives Tara a three-minute window. A generic pitch would confirm Marta's fear that every rep is the same. 3 min attention window 12 patients waiting
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