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Questions That Sell by Paul Cherry

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Day 2. Samantha Talks with the Head Nurse

At 9:00 the next morning, Samantha gets a call from the head nurse, Karin. Unlike the accounting manager she spoke with the day before, Samantha thinks that Karin will not be as focused on budgets and cutting spending. Samantha has learned from her past selling experiences that people in Karin’s position are most often concerned about keeping their nurses happy (internal customers) and making sure that the patients are safe (external customers). If she can steer the conversation toward these two areas, Samantha believes she will make an ally in Karin. Here’s their conversation:

Karin: Hi, Samantha, this is Karin, the head nurse over at Greenville Hospital. I got a message from you yesterday.

Samantha: ...

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