I was sitting in my 11 year old daughters Pediatrician’s office yesterday listening to him talk to my wife and daughter when I suddenly realized that he is a great Salesman. He was referred to us by many people so we knew he was a great Doctor but didn’t quite realize yet what made him different from the rest. He has a very good bedside manner but it is much more than that. As I was watching him interact with us I thought of the following traits that a good Doctor and a good Salesperson share:
1. He takes his time with his patients. He doesn’t rush to get to the treatment (or the sale)
quickly. (this is the 2nd straight time he has spent an hour with my daughter during her
appointment)
2. He asks thought provoking, penetrating questions to uncover more information to be able to
diagnose what the proper solution is.
3. He gets the parents involved in the appointment so that it is not just him talking. He helps
makes the customers(sales) take ownership of the solution
4. He is passionate about his calling and it shows in his work. It is more than just a job to him.
5. He enjoys his patients (customers) and genuinely cares about them and their well being.
A Salesperson would do well to take a page out of a good Doctors book by remembering to focus on the Solution rather than the features and benefits of their product. By focusing on how your solution will impact your customers business, you will not only stand out against your competitors but even more importantly will gain the customer’s trust which eventually will lead to the Holy Grail of Sales; A customer referral.