#48 - Addressing Customer Risks and Concerns to Close Deals

On this episode, we discuss the questions reps need to be asking to close the deals they aren't closing. And these questions typically have nothing to do with the product itself. You need to walk the customer through the process of conversion and address any potential pitfalls along the way. If and when you outline the worst case scenario for the physician, the fear and uncertainty about switching vendors will be reduced. We hope you enjoy this episode!