Episode Details

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Picture it: surgeon at the scrub sink, mentally walking through the case. And there you are, pitching your device.

Congratulations. You just made yourself unforgettable, for all the wrong reasons.
Lisa and Cindy unpack the unwritten rules of selling in the OR. When to speak. When to disappear. Why the scrub sink is sacred. And the small moves that quietly decide whether you ever get invited back. They share the habits top reps build before they ever walk through the OR doors, and the missteps that quietly close them off from future cases.

The OR isn't where you close the deal. It's where you prove you deserved to be there in the first place.

Must-Hear Insights and Key Moments

• The Scrub Sink Is Sacred – Lisa and Cindy reframe the scrub sink as a surgeon's mental warm-up, like prayer or yoga. Talking through it doesn't make you helpful, it makes you forgettable.
• The Patient Is the North Star – Every decision in the OR should orbit the patient. The moment your agenda jumps in front of theirs, your credibility takes a hit.
• Early Isn't On Time, Early Is Early – Showing up 30 minutes ahead doesn't just look professional, it opens the door to hallway conversations, surgeon check-ins, and the real selling moments.
• Read the Room or Lose the Room – Some surgeons want quiet, some want chatter. Top reps read the cues and let the surgeon lead the conversation, not the other way around.
• The Hard Sell Mid-Case Is the Fastest Way Out – Pitching while a surgeon is operating is unprofessional, distracting, and the surest way to never get invited back.
• Don't Bash the Competition – Trashing another rep's product makes you look small. Position your device on its merits and stay out of the mud.
• Access Is the Beginning, Not the Win – Being in the OR means you've already sold something. Now your job is to support the case, not stack another pitch on top.
• The Real Sale Happens Before and After – The OR is where you deliver on what you promised. The conversations that move business forward happen in the office, the hallway, or the follow-up.

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A Team Dklutr production