Hey everyone, I'm really thrilled about today's guest. We're throwing it back with our good friend, Jason Elmore, a veteran with over 20 years in the sales industry and a phenomenal sales trainer. His experience has been instrumental for many in the medical device sales field, and I believe this will be incredibly beneficial, especially for those who are relatively new to selling or looking to elevate their sales game.

Overcoming the Status Quo and Perceived Risk

• It's no longer sufficient just to surpass the status quo or to have superior technology over your competitors. Today, you need a dual strategy that also addresses both actual and perceived risks. This means digging deep to uncover these risks and effectively communicating how your solutions mitigate them.

The Importance of Second Playbook

• Jason stresses the need for a secondary approach in your sales strategy. This involves not only demonstrating the superiority of your product but also proactively managing and alleviating customer fears associated with new technologies or changes.

Expert Insights from Jason Elmore

• With his extensive background, Jason brings invaluable insights into strategic sales practices, emphasizing the necessity of understanding and adapting to the evolving landscape of sales, where addressing perceived risks has become as crucial as showcasing product benefits.

In an increasingly complex sales environment, simply having a great product isn't enough. As Jason Elmore highlighted, sales professionals must also address the inherent and perceived risks associated with their products to truly stand out and succeed. This dual approach not only enhances customer confidence but also positions sales reps as trusted advisors who not only sell but also deeply understand their clients' needs and concerns.

‍Final Thoughts

If you're feeling stuck or underappreciated in your current role, remember that the landscape of medical device sales is vast and varied. Opportunities are abundant for those who are proactive about learning and adapting to new sales strategies, especially in terms of risk management. Look for ways to incorporate these insights into your approach and watch as new doors open in your career path.

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All the best,

Jacob McLaughlin

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