Ep. 895: Algorithms, Negotiation and Persuasion with Michael Covel on Trend Following Radio
Michael Covel's Trend Following
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The Importance of Objectives in Pharmaceutical Sales
One of my MBA students is pharmaceutical saleswoman. She's got a doctor that's in her territory, if you will, that is not giving her the time of day under most recent drug. So she sits down with them and says, your patients are more than just patients to you. They're people. You feel responsible for their lives and for their long term health. He felt genuinely and completely understood and she ends up making this sale as a result.
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