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“Very knowledgeable. I liked all the real-life examples/ situations.”
—Sales Representative in PA

“Great examples and interaction with the sales team.”
—Field Representative in New York City

“Your lab experience is vast and you have many stories that can relate to each module as well as your audience – much appreciated.”
—Attendee in Cranford, NJ

16. Decisions, Decisions

This episode is for all of you who are tired of hearing prospects say: “We’re happy with our lab. No, you can’t see the doctor—he’s seeing patients. Maybe another time.” Peter dissects the psychology of how customers make decisions, and what’s going on in their heads when they say no. And what has to happen to get to a yes? Originally published June 2011.