If you’re not directly providing value to physicians, then you’re directly adding to their stress levels. Don’t believe us? We invited Dr. Sandra Weitz to take you inside the decision-making process of a private practice and ASC owner. As a champion for physician independence who runs masterclasses on practice building, Dr. Weitz doesn’t have time for ‘number chasers’ who make her feel used. Join us as she offers a plethora of evidence that positive patient outcomes create sustainable, long-term business for reps. Plus, hear some of her jaw-dropping experiences with reps who… didn’t understand the assignment.

 

In this episode, you’ll learn:

• Why reps should know how each doc defines “value add” differently

 

• What it means to resist the ‘short-term win’ and avoid resentment

 

• Why Apple never produces cocky commercials

 

• How to go beyond the brochure (free samples, indigent programs, etc.)

 

Plus, we explore why most reps tend to underestimate their ability to impact a practice.