Handling medical sales objections without outrunning the evidence

Film

Chapters

1. 0:00 Finding what the patient needs
2. 0:23 What the patient is actually asking
3. 0:42 Keep clinical uncertainty out of the sales contest
4. 1:00 Question, evidence, permission
5. 1:19 A false deadline
6. 1:35 Information about the decision
7. 1:42 Give the next owner the unresolved question
8. 2:02 Coach the decision rather than the performance
9. 2:19 Our part of the decision

The field note

• Handling medical sales objections without outrunning the evidence