>> I guess the thing I like most about it is the interaction between the physicians,
their office staff, and then also knowing that I bring value to that office through my product,
through my presentation, through the information that I disseminate not only to the physician
but also to his office staff in training
and helping them see how a particular therapy could provide much needed care
for their patents, or improve their patients' quality of life.
I guess the biggest challenge in selling anything is making sure
that you know your audience and that you know what it is that your product, whatever it is,
can do for that person, or in the case of a physician, can do for the people that he's going
to be treating, okay, and how it will improve their lifestyle,
how it will improve the quality of life.
And so understanding that and where your physician is coming from, I hate to use the --
say "hot buttons," but for lack of a better way to say it, know what those hot buttons are and,
again, you've got to do the homework; you can't just show up and talk,
because otherwise it's not going to be effective.