Lesson 3 – Manage Q&A

This lesson will highlight how to prepare and engage in a Q&A session

Q&A Session Preparation

1. Always be prepared to answer questions.

This gives the customer an indication you are both knowledgeable and trained on the device.

2. Never dodge questions

Be honest rather than coy. Avoiding questions may lead to the customer distrusting you, which can lead to a negative outcome. Rather commit to obtaining the answers they need and revert back to them as soon as possible.

3. Try obtain significant questions in advance and take the answers to the meeting

Be the resource. Always refer to your resources when needed.

Managing Objections - They will always exist

1. The Bridion/Sugammadex Objection

We don’t need monitoring because we use Sugammadex.”

  1. The manufacturers of Bridion expect users to conduct quantitative monitoring.

  2. FDA Clearance and IFU notes monitoring for dosing and patient management.

  3. When the STIMPOD and Bridion are used together, budgets and patient safety are effectively managed.

2. The Pricing Objection

“It costs too much” or “We do not have the budget”.

  1. STIMPOD is the most economical choice of all the available NMT Monitors on the market with a reusable AMG sensor for non-restricted surgeries and disposable EMG sensors for restricted or robotic surgeries.

  2. The best cost of care model of all the available NMT Monitors on the market.

  3. Budget-friendly capital expense.

  4. Using the STIMPOD & quantitative monitoring saves you money on O.R. and PACU time, ensuring safe extubation and avoiding wasteful, unnecessary drug dosing expenditure.

3. Competition

“We really like the monitor that we’re using now.”

  1. Be comfortable whilst discussing the competition:

    Competition is inevitable. Be comfortable whilst discussing and comparing competitors. Admitting the competition’s strengths could lead to customers trusting your perspective, however, remember the STIMPOD has even more benefits and better value. Be prepared to compare/contrast and pivot our benefits.

  1. Standalone monitors – best responses:

    1. STIMPOD is the ONLY monitor that offers AMG and EMG in a single device.
    2. STIMPOD offers the best cost of care model.
  1. Big company rack monitors – best responses:

    1. Standalone monitors can accompany the patient when moving to PACU or ICU if needed.
    2. Standalone monitors can move to where monitoring is performed i.e. posterior tibial nerve monitoring.
    3. STIMPOD can integrate with the Electronic Medical Record (EMR) through Philips monitors and/or HL7 compliant mapping.

4. Technology

“We are currently using a subjective monitor. Which technology should we adopt for quantitative monitoring?”

  1. Changing from subjective to objective monitoring, any technology will produce a huge improvement in your patient outcomes. The most economical option, both from a cost perspective and a workflow perspective, is 3-dimensional acceleromyography.

  2. Once you are accustomed to the AMG system and you would like to improve monitoring accuracy, monitor cases where the arms are tucked or the hand is not accessible/visible during the procedure, then an EMG system becomes more appropriate. However, you should be aware of the cost implication.

  3. The STIMPOD provides both AMG and EMG in a single system, more advanced users can effortlessly switch to an EMG system at the point of care.

5. Acceleromyography and Reverse Fade

“We want to adopt 3D AMG technology, but were told that reverse fade makes AMG readings inaccurate.”
  1. Reverse fade is the phenomenon where AMG readings on recovered patients can be >100%. This may bring into disrepute the > 90% TOF Ratio for safe extubation.

  2. During the reversal process, the increase in TOFr is not gradational. Once the TOFr reaches the safe extubation level of > 90%, workflow enables more time to elapse before the patient is extubated, resulting in TOFr much higher than 90% at the exact time of extubation.

  3. If the user believes Reverse Fade significantly affects the accuracy of the TOFr, they can easily transition to an EMG system, which does not exhibit Reverse Fade. However, doing this for every procedure will significantly increase the cost per procedure.

  4. Since the STIMPOD provides both AMG and EMG in a single device system, more advanced users that may be concerned about reverse fade, can effortlessly transition to an EMG system at the point of care.
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