Field-tested frameworks for diagnostic sales training — built on years of watching what actually closes deals in this segment, not what looks good on a slide.
Sales heads at diagnostic equipment OEMs, selling to hospital labs, standalone diagnostic chains, and pathology practices.
Diagnostic equipment is bought with expected reagent revenue in mind. The customer knows this. The rep who is honest about reagent lock-in and pricing wins trust; the one who hides it loses the account when the customer figures it out.
Diagnostic equipment selling is a category where honesty about long-term cost pays back over years. Reps need to be trained to have those honest conversations.
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