Challenger Sale
When do you need to use the challenger sale?
True/False - we still send the referral to Express RX if the ping comes back as $11k for the pump and supplies
True
What are the 2 blitzes that Quality is currently doing this month?
Payment Plan and RisRX
What state is excluded from the Payment Plan?
Florida
What College did our teammate Peyton graduate from?
San Diego state university
What is the goal of the challenger sale?
Provide a new way of thinking about a patient's current challenges
This is the only result you get back from an RisRX Ping where you don't send to lucine
Not Covered
What area is the team most struggling on during a Qualifying Call? Most markdowns)
“Did the Specialist discuss specific infusion set, cannula and tubing length options? Was preferred infusion set documented?”
What's the lowest amount we can charge a patient for a payment plan when processing an order?
0.01
What month is our teammate Anna getting married in?
July
In a qualifying call, these 3 areas must be addressed to complete a challenger sale and obtain all 6 points that quality will grade you on
Discovery Questions, Uncover Pain Points, Identifying Tandem's Value to the Patient
This rep is responsible for now entering SN's into a patients file when an RX Go comes back shipped
PSA
What phone must you have to use the mobi and whats the oldest software model you must have?
Iphone and Version 17
What is the minimum $ per month and maximum amount of months for a payment plan?
$50 and 48 Months
What State does our Teammate Darrick Live in?
New Mexico
The 3 Steps to follow in a "Pre Sold" Call
Confirm, Qualify, and Encourage
Whats the amount a patient must be under to move the opp into closing and set the follow up to 4 days out?
Under $3,000
When a patient is a renewal, what do they no longer have access to once they go out of warrany?
Software updates and replacements
What is the # you enter in the memo when a patient is wanting to move forward with the payment plan?
#Paymentplan-interested
How long has Eric been at Tandem?
6 Years
What are the 3 Areas in the Challenger Sale Model you must cover in the conversation?
Teach, Tailor, And Take Control of the Sale
What are the 4 responses you get back when completing the RisRX Ping that you send to Lucine
Covered, Covered-PA Required, Unable to Determine coverage, unable to determine eligibility
How many points is it for reporting a malfunction or complaint when speaking to a renewal patient if it gets brough up?
75
What's the wording you must enter in a memo when you discuss that we have a payment plan but there is no cost yet?
#PaymentPlan-pendingIV
Whats the address of Tandem's HQ?
125400 High Bluff Drive