Every Conversation is a Diagnosis

Now, in this episode today, I wanna talk to you about how every single conversation you have is a diagnosis.

What do I mean by that? Well, look, here's the thing.

It's no surprise, it's no secret, many of you will know I used to be a psychiatric nurse, and I take a lot of what I used to do in the clinical world, and I bring it right here into sales, persuasion, and influence.

And it's interesting because when I was a psychiatric nurse, every conversation we had with a patient was gathering information to help us diagnose where they are right now.

And it went this deep that sometimes, sometimes patients, especially with the ones who were detained on the ward, sometimes these patients would actually open up more to their housekeeper than to the nurses.

Because when they opened up to the nurses, sometimes they felt like the nurse or the doctor or whoever they're opening up to from the clinical team would probably want to increase their medication or whatever it is.

So sometimes the rapport they had with the housekeepers was much more useful than me trying to have a conversation with them, if that makes sense.

Now, why did we hit it from different angles and treat every single conversation from a casual conversation to the... with the housekeeper to an actual formal conversation with one of the clinical team is because every single conversation that we had was giving us more information to not just diagnose the patient's problems, but also diagnose where are they right now in their journey towards recovery.

Now, how do we implement that in sales? How do we implement that in negotiations? How do we implement that when we're trying to get deals over the line? Well, you need to treat every single conversation like you're about to diagnose something.

Use it as a diagnosis.