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Most of the best sales advice seems counter intuitive, this on being no exceptions…If you want to be successful in med device….STOP trying to sell your device! What you should be focused on creating a connection to with is THE OUTCOME The desired end result is what your MDs and customers are interested in. Your device just happens to be the means for them to get there. Identify a desired outcome first, get your customer vested in the potential for it, and THEN position your device accordingly. .
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