As the operator of a resume writing service I’ve interviewed thousands of clients over twenty years – everyday people in the process of gaining or changing employment. No matter how many I’ve interviewed, or what their profession, I find each client brings something unique to the table.

Recently I interviewed a 30-year-old medical sales rep. He talked, a bit philosophically, about selling high-end equipment to neurosurgeons. The equipment represented new technology and therefore, to the surgeons, a new way of doing things. The sales process was laborious. The rep slowly built rapport with his prospects, then tried to get them to attend an equipment demonstration. If that went well he arranged training for the surgeon, including setting up the facilities and acquiring cadavers. Eventually the rep came to the place in the professional relationship where he asked the doctor if s/he would take on (purchase) the product, edging gently but firmly from the friendly relationship to a business mode. The doctor might say, “Yes.” Or, “No, I don’t like it,” or even, “Yes, I like it, but my old college buddy sells for the competition.”

Regardless of the outcome, the rep was more concerned with the dignity of the relationship and the patient outcomes, than the $120-$150,000 yearly earnings he fluctuated between, based on his sales.

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One Comment on “Dignity”

  1. Joseph Belle-Isle Says:

    Rich- as a highly rewarded salesman of sophisticated equipment for the medical community or a willy Lohman selling Edsels- salesmen can’t get mad if what they are selling doesn’t sell. That’s just one item. There’s still a good chance that he may make the next sale the next time he sees that prospective customer. So some common sense with that dignity would be an inescapeable combination. But dignity is something they don’t teach in school. Any man doing ditch digging as an honest job to support his family- Now there’s some dignity.

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