Brandon discusses the importance of controlling the controllables in medical sales, especially in a tough economic climate. He emphasizes the need for salespeople to deliver certainty to buyers, especially in Q1 when urgency is lower compared to Q4. He highlights the significance of understanding the decision-making process in small businesses, which often involves spousal input. He advises salespeople to seek third-party validation, manage their emotions, and surround themselves with positive influences to maintain a winning mindset. The episode also stresses the importance of slowing down responses to prospects to avoid rushing deals.

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