Selling to Anyone Over the Phone

Attitude Challenges

Everyone has heard the term attitude adjustment. One important aspect of our degree of willingness to listen is the value we place on time; another is the value we place on what the other person has to say relative to what we want to say. These two factors are attitude issues and are dealt with next.

Impatience—Time Perception

A much-quoted study by the American Medical Association showed that American doctors give patients about twenty-three seconds to relate their symptoms and concerns before jumping in. That same study, though, found that most patients, when allowed to finish, speak for an average of only twenty-nine seconds. The difficulty is an impatient person’s perception of time. The doctors thought they would fall ...