(Blank)
1
How are you driving utilization in your IVTM accounts?
2
What is your strategy to overcome issues with securing a PO?
3
Is there something you want to learn more about our competitors? If so, what?
4
When a customer says they’re happy with their current vendor, how do you open the door to a new conversation?
5
How do you identify opportunities or weaknesses when a competitor has a strong influence on an account?
6
Tell me about a time you successfully turned a price objection into a value conversation. What did you say or do?
7
How do you uncover true decision drivers, beyond what the customer initially tells you?
8
What did you learn from a competitive loss that changed how you approach deals today?
9
Can you describe a time when a cross-functional partnership (clinical specialist, service, marketing) helped you win?