I spent a few weeks exploring Europe with friends that I met at a conference back in 2005. It was a trip of a lifetime. Milan fashion week, Switzerland and its magnificent Alps, spectacular Lake Como, Austria, and Budapest with three days in Venice!
I posted a few of the photo’s so my kids could follow us on our magical trip. One of my clients sent me a text message asking me this question.
“IT LOOKS LIKE YOU ARE ON AN AMAZING TRIP. HOW DID YOU TRANSITION FROM BEING A NURSE TO BEING A SALES EXPERT?”
I had my phone reply to all my texts that I was out of the country, so I had a lot of time to think about my answer. I wanted to share what I came to realize.
What is Nursing?
For me, nursing is working with a deep passion for helping others.
What is Sales?
For me, sales is working with a deep passion for helping others.
Purpose of Nursing
21st Century nursing is the glue that holds a patient’s health care journey together. Across the entire patient experience, and wherever there is someone in need of care, nurses work tirelessly to identify and protect the needs of the individual.
My Purpose for Sales
21st Century selling in the post-acute environment is the glue that holds a patient’s health care journey together. Across the entire patient experience, and wherever there is someone in need of care, sales reps work tirelessly to identify and protect the needs of the individual.
Prepared with knowledge
Sales Reps are too!
What causes people to act or change?
Nursing taught me that only two things every drive change in a person’s habits: pain or fear!
Learning that allowed me to apply that principle and use it when out selling. Tap into a prospecting account’s fear or pain, bring them the solution, heal them, and get their business!
Nursing taught me to be PERSUASIVE!
Sales work requires me to be persuasive!
Nursing taught me to be relentless. I will never forget my first time doing chest compressions on a young man in his 50’s (now that I’m in my 50’s, they are young) and the doctor saying, “Okay, let’s call time of death.” My response was just a few more minutes, and the patient made it.
Now I tell my reps, be RELENTLESS and complete weekly sales calls for 8-12 weeks, and you may win the battle. Sales reps keep gaining new accounts and growing the number of referrals weekly.
So maybe nursing has made me a better sales leader.
Maybe learning how to care for a patient has evolved me into a nurse who can sell.
Or perhaps Sales People are just hero’s too! I’m so grateful to know so many who are! Thanks for the text!
Keep Helping, Keep Serving,
Cheryl Pelekis, RN “The Solutionist”