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Selling Even When They Say No (Core Lesson)

By Jack Chapman

Nothing happens until there’s a sale. You’ll notice this right away in private practice. In a business, you have salespeople who do this. For instance, in a college, Marketing and Admissions do the selling; once they enroll someone, the Career Center gets to offer service without having to do much of a sales pitch. In private practice, you don’t have the benefit of anyone else to “soften up” the prospect. You do the whole selling job, and the servicing of those sales, yourself. This is the part of private practice that scares people away from it.

You should be able to handle this if you have 1) a method you always follow, if you have 2) the personality of a counselor, and 3) if you practice.

Here’s my method. You’ll develop your own, I’m sure.


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