Business owners should be more like doctors.
Forget selling and start asking your customers where they hurt. Broken leg? Ulcer? Empty wallet?
Don't sell, diagnose. And what are you as a doctor looking for? Well, of course: that ever-illusive, yet ever- profitable disease called Dropped Jaw Syndrome.
OK, it may not be in any medical book. But Dropped Jaw Syndrome, however rare, is known to anyone who