--- title: Doctors, Salespeople and Hammers description: Should salespeople act like doctors? --- # [SELLING IN THE 21ST CENTURY](https://www.rickroberge.com/) [![header-sm-linkedin-blue](https://www.rickroberge.com/hs-fs/file-465400397-png/images/header-sm-linkedin-blue.png)](http://www.linkedin.com/in/rickroberge) [![header-sm-twitter-blue](https://www.rickroberge.com/hs-fs/file-465371692-png/images/header-sm-twitter-blue.png)](https://twitter.com/RainMakerMaker) [![header-sm-google-plus-red](https://www.rickroberge.com/hs-fs/file-462412948-png/images/header-sm-google-plus-red.png)](https://plus.google.com/+RickRoberge/posts) [![header-sm-rss](https://www.rickroberge.com/hs-fs/file-480298330-png/images/header-sm-rss.png)](https://www.rickroberge.com/rss.xml) # [Science for Sales Rock Stars](https://www.rickroberge.com/) ## [Doctors, Salespeople and Hammers](https://www.rickroberge.com/doctors-salespeople-and-hammers) ![](https://www.rickroberge.com/hs-fs/hubfs/RR.jpg?width=35&height=35&name=RR.jpg) By [Rick Roberge](https://www.rickroberge.com/author/rick-roberge)   Aug 15, 2019 3:57:45 PM What a week! I don't even know where to start. Let's start with an article that Mark Roberge socialized. He quotes, "**[Salespeople should be sought after in times of crisis, just as doctors are, and their diagnoses should be taken seriously](https://twitter.com/markroberge/status/1161656562672447488)**." Let me start with.... No family wars here. I 100%, totally agree, but I have two buts. First, is it realistic from the knowledge perspective? How long does that doctor go to school? Undergrad. Med school. Internship. Residency. and even then, is a doctor that just completed their residency as credible as a doctor that has been practicing for 5, 10, 20 years? Now, we've got this salesperson, fresh out of college, played hockey, did good, has a smart phone and laptop and 6 weeks of orientation and they're supposed to gain the respect of a Founder that's been in business for 20 years. However, the other but is that some doctors suffer from some of the same stuff that salespeople do and consequently cannot be taken seriously for the same reason that many salespeople aren't sought after nor taken seriously. True story. On 5/20, I saw a doctor about hip pain. He ordered an xray and booked a consult with orthopedics. On 5/23, I saw the hip surgeon. He asked a few questions. I told him about pain in my hip, leg and buttocks. He told me that the only pain that mattered was the hip pain. Then he showed me my xrays. Showed me how severe my Osteoarthritis was and left the room to bring in his demo stuff. A brand new metal ball and socket that would replace parts of my worn out hip. I left the visit in pain and bummed out that I had to figure out when to schedule surgery and do the rehab afterwards. Two days later I sent the surgeon an email. "Can I get physical therapy to help stretch out some of the tightness in my leg/hip/buttock?" His assistant replied, "you have severe Osteoarthritis in hips. stiffness is from arthritis so PT will not gain any range of motion.  It would likely just cause discomfort." On 5/30, I asked the surgeon, "Several people have asked me if you suggested that I take Glucosamine. I've read some about it. Do you have any thoughts or comments about it? Should I try it? Is there a downside?" He never replied. I started taking it. At this point, I had pretty much decided that he was not gonna cut me. I had bad days and worse days, but generally improved over the next ten weeks. I now carry my walking stick for security more often than use it for support or balance. Also, friends have referred me to 4 hip surgeons that are [rated better](https://www.checkbook.org/surgeonratings/Hip-or-Knee-Replacement-Surgery/ME) than the first guy. On 8/12, I sent an email to my PCP. "May we discuss therapy for symptoms other than hip on my upcoming visit? May we also discuss second opinion on hip treatment? Perhaps: (I listed the 4 referrals that I had.) I met with my PCP on 8/14. We talked. He poked. Prodded. Twisted. Asked questions. etc for an hour. He told me that he would be upset if a surgeon recommended surgery as the only option and he and I decided that physical therapy, gently increasing walking and weight loss would be the plan for the next two months and we'll revisit to determine if a surgical referral is necessary. End of story for now. I had a friend that used to say, "If all you have is a hammer, everything looks like a nail." Surgeons want to cut. Salespeople want to sell what they sell. However, a $40,000 surgery or $300 software aren't always the right solution for the customer and when it's not, neither make the world better. So, ask yourself the question, "How can my salespeople become sought after and how do I want them to act when they are?" Have you ever looked at **[how your people compare to others](https://stats.objectivemanagement.com/443)**? - [Tweet](https://twitter.com/share) ### Want updates as they're published? #### Enter your email: BTW, do you have an idea or question that would make a good article? Would you like to write or co-author it? Either way, **[ send me an email](mailto:therainmakermaker@gmail.com?Subject=Blog%20article/author%20idea)**. **[Rick Roberge](https://plus.google.com/116082120720832878924/posts?rel=author)** ## About this blog *This blog is for, by and about Sales Rock Stars, RainMakers, Entrepreneurs (and/or those that strive to be)* ## [Read My Articles on LinkedIn](https://www.linkedin.com/today/author/rickroberge) ## [About Rick](https://www.rickroberge.com/contact-me) **[The Original ](http://therainmakermaker.com/)****[RainMaker Maker Blog (pre-2012)](http://therainmakermaker.com/)** [**Remote Bookkeeping**](http://www.slcbookkeeping.com/blog/bid/116710/remote-bookkeeping-made-easy)[** Made Easy**](http://www.slcbookkeeping.com/blog/bid/116710/remote-bookkeeping-made-easy) [**Awesome Website Design**](https://www.inbounddesignstudio.com/contact/) Search RainMakers & Sales Rock Stars Search ### Subscribe to Email Updates ### Posts by Month - [November 2025 (19)](https://www.rickroberge.com/archive/2025/11) - [October 2025 (18)](https://www.rickroberge.com/archive/2025/10) - [June 2025 (8)](https://www.rickroberge.com/archive/2025/06) - [May 2025 (1)](https://www.rickroberge.com/archive/2025/05) - [April 2025 (1)](https://www.rickroberge.com/archive/2025/04) - [July 2023 (1)](https://www.rickroberge.com/archive/2023/07) - [June 2023 (2)](https://www.rickroberge.com/archive/2023/06) - [May 2023 (1)](https://www.rickroberge.com/archive/2023/05) - [March 2023 (1)](https://www.rickroberge.com/archive/2023/03) - [January 2023 (2)](https://www.rickroberge.com/archive/2023/01) - [November 2022 (1)](https://www.rickroberge.com/archive/2022/11) - [May 2022 (1)](https://www.rickroberge.com/archive/2022/05) - [April 2022 (1)](https://www.rickroberge.com/archive/2022/04) - [March 2022 (1)](https://www.rickroberge.com/archive/2022/03) - [February 2022 (2)](https://www.rickroberge.com/archive/2022/02) - [January 2022 (2)](https://www.rickroberge.com/archive/2022/01) - [December 2021 (2)](https://www.rickroberge.com/archive/2021/12) - [November 2021 (2)](https://www.rickroberge.com/archive/2021/11) - [October 2021 (1)](https://www.rickroberge.com/archive/2021/10) - [September 2021 (13)](https://www.rickroberge.com/archive/2021/09) - [August 2021 (2)](https://www.rickroberge.com/archive/2021/08) - [July 2021 (1)](https://www.rickroberge.com/archive/2021/07) - [June 2021 (1)](https://www.rickroberge.com/archive/2021/06) - [May 2021 (3)](https://www.rickroberge.com/archive/2021/05) - [April 2021 (2)](https://www.rickroberge.com/archive/2021/04) - [March 2021 (4)](https://www.rickroberge.com/archive/2021/03) - [January 2021 (1)](https://www.rickroberge.com/archive/2021/01) - [December 2020 (1)](https://www.rickroberge.com/archive/2020/12) - [November 2020 (2)](https://www.rickroberge.com/archive/2020/11) - [October 2020 (2)](https://www.rickroberge.com/archive/2020/10) - [September 2020 (3)](https://www.rickroberge.com/archive/2020/09) - [August 2020 (2)](https://www.rickroberge.com/archive/2020/08) - [July 2020 (5)](https://www.rickroberge.com/archive/2020/07) - [June 2020 (3)](https://www.rickroberge.com/archive/2020/06) - [May 2020 (5)](https://www.rickroberge.com/archive/2020/05) - [April 2020 (2)](https://www.rickroberge.com/archive/2020/04) - [March 2020 (7)](https://www.rickroberge.com/archive/2020/03) - [February 2020 (2)](https://www.rickroberge.com/archive/2020/02) - [January 2020 (3)](https://www.rickroberge.com/archive/2020/01) - [December 2019 (1)](https://www.rickroberge.com/archive/2019/12) - [November 2019 (2)](https://www.rickroberge.com/archive/2019/11) - [October 2019 (2)](https://www.rickroberge.com/archive/2019/10) - [September 2019 (4)](https://www.rickroberge.com/archive/2019/09) - [August 2019 (6)](https://www.rickroberge.com/archive/2019/08) - [July 2019 (3)](https://www.rickroberge.com/archive/2019/07) - [June 2019 (2)](https://www.rickroberge.com/archive/2019/06) - [April 2019 (3)](https://www.rickroberge.com/archive/2019/04) - [March 2019 (2)](https://www.rickroberge.com/archive/2019/03) - [February 2019 (3)](https://www.rickroberge.com/archive/2019/02) - [January 2019 (3)](https://www.rickroberge.com/archive/2019/01) - [December 2018 (1)](https://www.rickroberge.com/archive/2018/12) - [November 2018 (2)](https://www.rickroberge.com/archive/2018/11) - [October 2018 (4)](https://www.rickroberge.com/archive/2018/10) - [September 2018 (3)](https://www.rickroberge.com/archive/2018/09) - [August 2018 (5)](https://www.rickroberge.com/archive/2018/08) - [July 2018 (3)](https://www.rickroberge.com/archive/2018/07) - [June 2018 (6)](https://www.rickroberge.com/archive/2018/06) - [May 2018 (5)](https://www.rickroberge.com/archive/2018/05) - [April 2018 (5)](https://www.rickroberge.com/archive/2018/04) - [March 2018 (3)](https://www.rickroberge.com/archive/2018/03) - [February 2018 (6)](https://www.rickroberge.com/archive/2018/02) - [January 2018 (4)](https://www.rickroberge.com/archive/2018/01) - [December 2017 (6)](https://www.rickroberge.com/archive/2017/12) - [November 2017 (9)](https://www.rickroberge.com/archive/2017/11) - [October 2017 (2)](https://www.rickroberge.com/archive/2017/10) - [September 2017 (3)](https://www.rickroberge.com/archive/2017/09) - [August 2017 (3)](https://www.rickroberge.com/archive/2017/08) - [July 2017 (1)](https://www.rickroberge.com/archive/2017/07) - [June 2017 (5)](https://www.rickroberge.com/archive/2017/06) - [May 2017 (1)](https://www.rickroberge.com/archive/2017/05) - [April 2017 (3)](https://www.rickroberge.com/archive/2017/04) - [March 2017 (8)](https://www.rickroberge.com/archive/2017/03) - [February 2017 (1)](https://www.rickroberge.com/archive/2017/02) - [January 2017 (4)](https://www.rickroberge.com/archive/2017/01) - [December 2016 (2)](https://www.rickroberge.com/archive/2016/12) - [November 2016 (2)](https://www.rickroberge.com/archive/2016/11) - [October 2016 (3)](https://www.rickroberge.com/archive/2016/10) - [September 2016 (3)](https://www.rickroberge.com/archive/2016/09) - [August 2016 (2)](https://www.rickroberge.com/archive/2016/08) - [July 2016 (2)](https://www.rickroberge.com/archive/2016/07) - [June 2016 (4)](https://www.rickroberge.com/archive/2016/06) - [May 2016 (5)](https://www.rickroberge.com/archive/2016/05) - [April 2016 (4)](https://www.rickroberge.com/archive/2016/04) - [March 2016 (5)](https://www.rickroberge.com/archive/2016/03) - [February 2016 (6)](https://www.rickroberge.com/archive/2016/02) - [January 2016 (5)](https://www.rickroberge.com/archive/2016/01) - [December 2015 (8)](https://www.rickroberge.com/archive/2015/12) - [November 2015 (2)](https://www.rickroberge.com/archive/2015/11) - [October 2015 (5)](https://www.rickroberge.com/archive/2015/10) - [September 2015 (6)](https://www.rickroberge.com/archive/2015/09) - [August 2015 (7)](https://www.rickroberge.com/archive/2015/08) - [July 2015 (3)](https://www.rickroberge.com/archive/2015/07) - [June 2015 (6)](https://www.rickroberge.com/archive/2015/06) - [May 2015 (4)](https://www.rickroberge.com/archive/2015/05) - [April 2015 (10)](https://www.rickroberge.com/archive/2015/04) - [March 2015 (1)](https://www.rickroberge.com/archive/2015/03) - [February 2015 (4)](https://www.rickroberge.com/archive/2015/02) - [January 2015 (5)](https://www.rickroberge.com/archive/2015/01) - [December 2014 (10)](https://www.rickroberge.com/archive/2014/12) - [November 2014 (5)](https://www.rickroberge.com/archive/2014/11) - [October 2014 (6)](https://www.rickroberge.com/archive/2014/10) - [September 2014 (10)](https://www.rickroberge.com/archive/2014/09) - [August 2014 (7)](https://www.rickroberge.com/archive/2014/08) - [July 2014 (7)](https://www.rickroberge.com/archive/2014/07) - [June 2014 (11)](https://www.rickroberge.com/archive/2014/06) - [May 2014 (6)](https://www.rickroberge.com/archive/2014/05) - [April 2014 (6)](https://www.rickroberge.com/archive/2014/04) - [March 2014 (8)](https://www.rickroberge.com/archive/2014/03) - [February 2014 (9)](https://www.rickroberge.com/archive/2014/02) - [January 2014 (14)](https://www.rickroberge.com/archive/2014/01) - [December 2013 (9)](https://www.rickroberge.com/archive/2013/12) - [November 2013 (5)](https://www.rickroberge.com/archive/2013/11) - [October 2013 (9)](https://www.rickroberge.com/archive/2013/10) - [September 2013 (10)](https://www.rickroberge.com/archive/2013/09) - [August 2013 (13)](https://www.rickroberge.com/archive/2013/08) - [July 2013 (11)](https://www.rickroberge.com/archive/2013/07) - [June 2013 (12)](https://www.rickroberge.com/archive/2013/06) - [May 2013 (12)](https://www.rickroberge.com/archive/2013/05) - [April 2013 (13)](https://www.rickroberge.com/archive/2013/04) - [March 2013 (10)](https://www.rickroberge.com/archive/2013/03) - [February 2013 (10)](https://www.rickroberge.com/archive/2013/02) - [January 2013 (6)](https://www.rickroberge.com/archive/2013/01) [see all](https://www.rickroberge.com/doctors-salespeople-and-hammers#) Website designed by [Inbound Design Partners](https://www.inbounddesignpartners.com/)