Get Physical: Involve the Prospect for a More
Effective Presentation
"Lena, just press that green button to open the chamber door," was all I said.
The group from Chicago
stepped in closer and watched with amazement as the door opened.
Then I handed a new...
More
Get Physical: Involve the Prospect for a More
Effective Presentation
"Lena, just press that green button to open the chamber door," was all I said.
The group from Chicago
stepped in closer and watched with amazement as the door opened.
Then I handed a new high-tech
cassette for dispensing sterilant to another prospect and said, "Woody, just insert it here, and the
machine will pull it in the rest of the way.
" Again the group let out some oohs and aahs after Woody had
inserted the cassette.
Next I said, "Diana, please put those trays in the chamber.
" Diana slid two bright
blue trays into the deep chamber and commented, "This chamber holds much more than I thought it
could.
" The group nodded in agreement, and I continued my sales presentation.
The presentation described above took place in 1994 in the sterilization area at Long Beach Memorial
Hospital, in Long Beach, California.
I was with a group of prospects from Chicago who had flown out to
see a brand new low-temperature
Less
