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Why aren’t you closing more deals? It’s probably not your pitch, your product, or even the price.

Lisa and Cindy break down the real reason you're plateauing, and it's a skill most reps never fully master: consultative selling. This isn’t a soft skill. It’s a strategic advantage. The difference between top reps making seven figures and average ones stuck in the cycle? They don’t pitch—they partner. Learn how to listen deeper, ask smarter questions, and show up in a way that builds lasting loyalty.

Ready to be unforgettable? From pre-call research to reading the room, Lisa and Cindy are getting real about what it actually takes to be trusted, not just tolerated, in medical sales.

Must-Hear Insights and Key Moments

• Pitch vs. Partner - Why reps stuck in pitch mode miss the trust-building that 
• The Power of Listening - How active listening uncovers what your customer actually needs—before they even say it.
• Understanding Customer Mindsets - Different settings, different stressors: the importance of tailoring your approach.
• The Info-Dumping Trap - Why flooding customers with facts kills your credibility (and what to do instead).
• Reading the Room Like a Pro - Learn when not to sell and how to make the right move at the right moment.
• Open-Ended Questions That Unlock Opportunity - Cindy’s favorite way to get real answers without being pushy.
• Trust Is the Currency - Being a consultant creates loyalty, and loyalty leads to long-term wins.
• The Close Is Just the Beginning - Stop chasing the “yes” and start building the relationship.

The Not What I Thought Podcast

A behind-the-scenes podcast where creatives talk candidly about how they actually...

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A Team Dklutr production