What do you do when you have a chance encounter with a physician, nurse, materials manager, CEO, or any other health care decision-maker…do you go for the short, abbreviated sales presentation (e.g. the scrub sink sale), or do you wait for a better time. I have done it both ways and I have worked with sales forces who have done it both ways and one way is almost always more advantageous. In this podcast I recommend what works best in most situations, but of course, the final decision is up to you. You may only have one opportunity—Decide well!
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