According to Integrity Selling you should be doing this 80% of the time versus this 20% in the Interview Step.
What is Listening v. talking?
100
This type of Resection provides quick consistent removal of tissue but requires set up and capital purchase.
What is Mechanical resection?
100
These are the 2 compartments where hip arthroscopy is performed.
What is central and peripheral ?
100
Coblation uses RF energy in a conductive medium (Saline) to create this.
What is a focused plasma layer?
100
This is the most commonly torn rotator cuff tendon.
What is the Supraspinatus?
200
This Acronym is used when handling an objection.
What is ACR, acknowledge, clarify, respond?
200
Comes in Various handle/tip combinations, great for gross resection and loose body removal
What is handheld/biter/punch?
200
This graft is harvested from the patient.
What is an Autograft?
200
Coblation is ________________driven system and not wattage driven
What is voltage?
200
The 2 positions a patient would be set up in for a shoulder arthroscopy.
What is Beach chair and Lateral Decubitis?
300
This is something you must do through out the AID, Inc. process, think: yourself, Smith & Nephew and products?
What is validate?
300
This chemical reaction gives off a bluish/purple plasma glow discharge.
What is potassium chloride?
300
The functions of the ____________ include load
distribution, absorption, joint lubrication, and joint stability.
What is the meniscus?
300
Ideal settings for coblation are found to be between ____ and _______
What are settings 7 and 9?
300
This is the origin of the short head of the biceps.
What is the Coracoid?
400
According to the GAP model, when in a sales dialogue you
must take the customer from the ______________ to the
____________way of thinking in order to change behaviors.
What is from logical to emotional?
400
This resection is most precise for tissue removal, not ideal for large amount of tissue.
What is a Coblation?
400
Internal snapping hip is due to inflammation and thickening of this tendon.
What is iliopsoas tendon?
400
Coblation operates at much lower_____________ than other RF technologies
What are tempartures?
400
The meaning of the Acronym, PASTA
What is Partial Articular Supraspinatus Tendon Avulsion?
500
During this essential, you review the features and benefits of you product and discuss how it can provide a solution for your customers need.
What is Essential II-Demonstration for Differentiation?
500
This is the temperature where cell death occurs.
What is between 52 and 55 degrees Celsius?
500
Total meniscectomy results in __________________
increase in peak loads.
What is 235%?
500
During Coblation, the plasma contains these, which break down the molecular bonds with in tissue.
What are energized radicals?
500
Name of the procedure where the infraspinatus tendon is inset into a Hill-Sachs lesion.