Personal Statement Why a Physician Can Become a Top Salesperson

by Sairwaa “Dallas” Prevost, M.D. Some people may ask, "why would a highly trained physician give up medicine to go into sales and marketing? Or into insurance, for that matter?”

Well, although most doctors would never admit it, we sell every day to our patients—we sell them on procedures and treatments, and whether or not they should keep you as their physician. We have to sell our colleagues on making referrals to us. We have to sell hospitals on granting us admitting privileges.

As one of my sales "gurus", Brian Tracy, so eloquently stated: "Nothing happens in the business world until a sale takes place. Salespeople are the forerunners of progress. The most successful organizations in the world are all superb selling organizations. It's upon the efforts and success of salespeople that the whole economy floats."

Brian Tracy describes sales as the "ultimate default career." Many people end up in sales due to some turn of fortune or because they can't find any other job that pays them what they need. Some of the top sales professionals in the world will admit that they had no intention of getting into or staying in the sales industries, yet most wouldn't change their decision to stay. If you follow the corporate path, sales prepares you for a large portion of executive positions. In fact, over 85% of today’s CEOs, presidents and senior executives come from a background in sales and marketing.

Most would agree, a medical education prepares a physician for a demanding work environment, arms us with critical decision-making tools and instills an unmatched work ethic—not to mention strength of intellect and character. Physicians are enormously driven, intelligent and fast learners; all characteristics—when combined with an unyielding belief in the company, the product and yourself—that go into making one a top sales professional in their chosen industry.

Nonetheless, I don't see myself as a salesperson. Rather, I see myself as a “doctor of selling.” By applying a consultative approach, I routinely follow the same three-part sequence of examination, diagnosis and prescription I used when I still practiced medicine. First, I take the time to do a thorough examination by skillfully asking excellent questions and listening carefully to the answers. Second, I repeat back the results of my examination and double check my diagnosis so that we both agree a treatable condition exists and that I’ve identified it accurately. Third, I show that, on balance, what I am recommending is the best available treatment for the ailment that I’ve diagnosed. But equally important, I follow up to ensure treatment success and customer satisfaction.