Clever Salespeople Learn to Work the way a Doctor does.

I’ve been in sales for over 50 years, and over the past 14 years I have been a close friend with a Professor of Nursing (who doubles as a nurse [with a PhD] whenever she needs to).  The one thing that I have learned from that encounter is that the medical profession in many ways has similarities to the sales profession, yet far too often the value and similarity of the two are overlooked.  So let’s start from an income point of view, I know many doctors, and I know many more salespeople, but I am also fortunate to know quite a few supersellers who would possibly earn more than many doctors GP’s.

One of my “old time friend” doctors, Gordon Lee, who I have known for over 30 years also has a brother who is a top professional salesperson in Canada, and Gordon openly says his brother earns more than her does.  Gordon has also said countless of times that he envies salespeople because their income can be open ended if they work at it professionally.

Now we can go on comparing the two professions section by section, but what I would really like to hone in on is that we are all aware, that all Doctors diagnose before they prescribe.  They see themselves as problem solvers.

The highly trained top salespeople also diagnose before they prescribe.  They too see themselves as problem solvers, and to solve problems diligently, they too must first understand the nature of the problem they intend to solve.

If you don’t feel you are skilled enough at sales to do that, then learn more and take more risks.  Medical doctors do just that.  How do I know, because many have told me that they would learn all they could about my condition, but in the end the decision as to whether they follow a certain procedure is mine – due to the risks involved.

Peter Collins

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