(Before I tell you this story, I would just like to say a big thank you to my mother. She’s really an amazing woman and this is just one of the many indirect lessons she has taught me over the years.)
I had a crisis of confidence before I started medical school. I nearly didn’t go. I don’t know why, but at the time I felt that perhaps I wasn’t meant to be a doctor , that there may be opportunities elsewhere which could be better.
My mother knew that I wanted to be a doctor since I was very young and knew what was best for me. When I was having doubts about going to medical school she said:
“You’re going to medical school! Or you’re not welcome in this house!”
OK, sounds harsh, but it really isn’t and I am eternally grateful.
I really did want to be a doctor since I as far as I could remember. And now as a doctor, I am very glad I chose this path as the work is continuously interesting and challenging.
The point is that my mum cared about me. Like, really cared. She cared so much that she cut through the BS and basically just said “you’re gonna do it, or else!!”.
Interestingly enough, this is the best way to sell as well. This overly caring yet demanding attitude is how you approach customers and prospects. Sales people usually try to persuade prospects to do things for the wrong intentions; money and commissions.
But the approach and the mindset that works is:
“You are going to use my product or else! Because I know what’s good for you and my product will REALLY REALLY make your life way better!!!!”
As a doctor, sometimes I know that a drug that I am starting my patient on will basically save his or her life. There better be a good reason to not go on the medication, otherwise I’m not letting you get out of my office without a prescription! I know what’s good for you!
As a salesman, I have the same attitude as this. I know my product will really enhance my customers life! As a result I have no issue with demanding that they sign up and start using my product. I care so damn much, that I’m not leaving until they’re signed up!