Wednesday, October 31, 2012

How to be a successful salesman as a doctor?


So why you want to be a doctor?

If you are in for the money, you are in the wrong field. Very wrong field.

If you are in for the status, you have long and hard journey to go.

It is very difficult to treat this job as a job and I am seriously serious about this.

Some people call this as a profession, and that we should approach it professionally. Dont really know how to do it.

Anyway, it is very perturbing that all the systems in this world chooses the best among the best to be doctors. And who came up with this seriously?

You can only be a good doctor if you are a good person.

If you treat this as a job, in which you punch in and punch out everyday on time, go home quickly and sit down reading to garner a lot of knowledge, then go for examinations, to pass with flying colours, enthusiastically brushing your skill in surgery, then you will no doubt be a successful doctor, very competitive, very driven. It makes competent doctor no doubt.

But humility and compassionate personality are the other two things that makes a hell lot of difference.

Anyway, this post is not that philosophical. Hahahaha.

Let me just share with you how to be successful in doing sales as a locum doctor.

1. Look.

You must be marketable in terms of outlook. Outlook must be confidently elegant. Hair must be conservatively smart. Coloured spiky hair doesnt sell as much as a conservative side parting. Unless you are doing aesthetic medicine. Spectacles is a must. Tie and stetescope would be a bonus

If you are doing business involving surgery, then wearing a scrub is a plus point. They watch a lot of movies, didnt realise that a PPK also wearing scrubs in the OT.

2. Customer always right.

Treat the patient's first complaint as valid complaint and respond adequately to that. If the fella say he is not well, dont jump yet to ask a train of questions on what is that unwell. Have a feel of his pulse, or pull out your stets and listen (anywhere), and then only ask, where unwell? That would firstly show that he is not saying something stupid needing clarification that you acknowledge that general unwellness as a valid starter, and also it will simply alleviate the general unwellness sometimes, and then we can proceed on a more focus further history and examination later.

My experience so far is that 80% of patient come in see doctor because they felt generally unwell, so who said it is not a valid presenting complain?

3. Acquire some pundit skills. 

You must be able to somehow able to predict the progress of the disease that your patient has in order to be a good doctor. For example, if he said that he is dizzy, take our your hand like those chinese sinseh feel the pulse, then add another few light comments:

"Hmm...dizziness hor, sometimes feel like vomiting and not very good appetite isn't it?"

"Yesterday got feel feverish no?"

Who felt dizzy and not feeling like vomiting and can eat as normal? But these predictions is going to stick to his mind that you are damn good, able to not just a doctor that he tells complaints, but you can know his complaints even before he tells you. Win.

Also, must be able to do some prediction. For example if he comes with some swelling of the ankle after a football injury, as we know there is only two outcome forward: It gets more swelling and more pain. Or it doesnt.

So, predict the worst, give treatment but tells him predictions of things that doesnt gets better. What I meant is: you proceed as normal to give painkiller and anti-swelling: and say:

- This one, might (KEY WORLD) get more swollen in 2-3 days time. But it should be okay. Then it will get better.

If in the event that your anti-swelling meds doesnt work, you are still a damn good doctor because you already predict it.

If in the event that the leg is not swollen, the credits goes to you and your super medication.

Like I always say:

We let nature takes it's course.

We take the credit.


4. Treat the mind.

If the patient comes in saying abdominal pain, address the abdomen first. Dont waste time go into getting further history like when it started, how does it feel, shooting/burning/constant/heavy/prickling/radiating/spreading/ all of which is very important according to medical school teaching, but in the mind of the patient, it is the same. pain pain pain.

Point the patient to the couch.

Put your expensively trained hand on the stomach, feel feel a bit. Percuss a bit, auscultate a bit, altho it makes not much of a use in clinical point of view, but it is very magically marketable to the patient.

Then, only proceed with your history and examination. The patient felt more secured that you didnt forget about his main chief complaint. And that you address it first.

5. Reputation advertisement.

Probably most important thing in GP. When you talk, you must show that you care. Occasional eye contacts and addressing the other family members as well, not just the patient. In the concept of advertisement, you must strive to get the message across, as widespread as possible, that you are a good fella. Also, this would make sure that when they go out of the room, the family member re-inforce the belief that you are a good fella to the patient.

When more than 1 person say you are good, it is more likely that you are good, according to marketing theory.

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Joking aside, if you are in to make money, 

think again.

I think I can make much more money selling stuffs. You too the same. 

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