Comments on: Can Your Medical Prospects Say “So What?” http://medicalsalesschool.com/blog/2008/04/10/can-your-medical-prospects-say-so-what/ Thu, 04 Dec 2008 21:34:53 +0000 http://wordpress.org/?v=2.0.2 by: Gary Greenfield http://medicalsalesschool.com/blog/2008/04/10/can-your-medical-prospects-say-so-what/#comment-101 Tue, 22 Apr 2008 16:25:58 +0000 http://medicalsalesschool.com/blog/2008/04/10/can-your-medical-prospects-say-so-what/#comment-101 Dear Mace: Your "So What?" thoughts are absolutely right on! As you suggest, the key to answering that all important question in the prospect's mind is tied directly back to the sales professional having a clear perspective as to what their needs are. Then, tieing the appropriate product features/benefits directly back to the stated needs. Thanks for your thoughts. Gary Greenfield <a href="http://www.garygreenfield.com" rel="nofollow">Profit Through Performance</a> Dear Mace:

Your “So What?” thoughts are absolutely right on! As you suggest, the key to answering that all important question in the prospect’s mind is tied directly back to the sales professional having a clear perspective as to what their needs are. Then, tieing the appropriate product features/benefits directly back to the stated needs.

Thanks for your thoughts.

Gary Greenfield
Profit Through Performance

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