Have you ever been to a doctor for treatment or consultation about your health? What experiences have you had?

Well, in this article I would like to take an insight or a lesson about communication from the my interaction with the the doctors.

Typically if you come to a professional doctor, when you first arrive, the doctor will often asked.

“What do you have a feeling?”

“Where is your pain?”

“What did you eat or do that triggered the pain?”

Or sometimes the doctor, if unsure, will suggest laboratory tests or other tests.

Doctors who do the work above are usually the preferred doctors and we will come back to them if we feel pain in the future.

It will be a different story if the doctor you meet unexpectedly gives you medicine or antibiotics without asking about your condition. Surely we as patients will feel surprised, distrustful, and even doubting the doctor. The effect is that the patient who goes to the doctor can be discouraged or even does not want to visit again and more extremely make a bad review about the doctor.

Selling Like a Doctor

What the doctor did was the same as what a salesperson does. A sales person is a company representative to solve the difficulties and pains of the consumers through the products and services they provide.

The existence of sales is very important for consumers so that they can accomplish what they want.

Like a doctor, a sales person must be able to listen and explore the pain and gain of consumers. Everyone who comes to see consumers must have needs and wants that can be fulfilled by the products and services that sales people sell.

Listening and Exploring Needs

The willingness to listen and explore the needs of consumers is the key to being able to provide the right products and services for consumers. To transform a sales person’s mindset and ability to sell like a doctor is not easy. It takes consistency, co-operation, and a strong commitment from all stakeholders in a business entity, including the sales people themselves.

For the past seven years, I have been conducting a continuous development for sales person in the company where I have been working. This development was aimed at increasing the capacity and capability of sales people so that they are able to communicate, sell products and services, gain customer satisfaction and create long-life customer relationships.

In this development process, sales person are encouraged to have the mindset that they are the best people who have the chance to serve customers. Sales person are the best people to help customers solve their problems. Just like the doctor before. We can also see that of the many people in our company, only the sales people have a lot of product knowledge and are able to communicate it to others.

There are some key tips or lessons that a sales person can learn in order to sell like a doctor:

1.Listen to what the customer is saying

Listen more and speak less when you meet with customers. Sometimes sales people talk too much or are too passive when they are meeting customers. Be sure to listen well to what is being said. Respond to what consumers say with enthusiasm.

2.Dig for the pain and the gain

It is essential for sales people to explore the pain and desires that consumers expect. Make sure you can summarise what your customers really need.

3.Analysis

Like a doctor, do an analysis with the facts and data you have about your customers. The analysis you do is the evidence that you are a professional. Not an amateur individual.

4.Offer a solution

At this phase, give the right solution or alternative based on the facts, the data and the previous analysis. In the doctor’s profession they provide drugs, antibiotics or vitamins for the patient’s healing. Your customers are your patients too.

5.Follow up by maintaining a long-term relationship

Follow up by providing after sales information. What they can do if they have other needs. It is also worth reminding that your customers can still continue to interact with you as a sales person. This of the course aims to take care of consumers so they stay with us.

These are some of the lessons we can learn from Sell like a doctor. It does take commitment and consistency for sales people to implement it. It’s not easy, but it can be done. Hopefully it will be useful and success always for you.

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