This gives the customer an indication you are both knowledgeable and trained on the device.
Be the resource. Always refer to your resources when needed.
“We don’t need monitoring because we use Sugammadex.”
“It costs too much” or “We do not have the budget”.
“We really like the monitor that we’re using now.”
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.
“We are currently using a subjective monitor. Which technology should we adopt for quantitative monitoring?”