CJ Sales Cycle Phase 5: Trial Surgery

You only get one shot at a surgeon eval, and you’ve worked so hard to get to this point… be sure to study and prepare 100% to make sure the first case is perfect.

FIRST CASE PREPARATION

  • Setup & Usage Guide – CarboJet
    • Provide to hospital staff as In-Service follow-up.  Refer to this before eval surgeries for pointers on ensuring everything goes as planned.

THREE KEY Sales TECHNIQUE TIPS During EVAL

  1. Avoid a blood bath.  It is imperative that the surgeon and PA know to
    • suction fluids before applying CarboJet CO2
    •  Use a lap sponge to capture the spray.
  2. Point out the CarboJet difference during surgery:
    • Dry & cancellous bone
    • Cement extrusion doesn’t have the lipid sheen
  3. Point out the “CarboJet difference” after surgery
    • Suggest surgeon review post op x-rays for improvement in Cement Mantle and elimination / reduction of radiolucent lines.

EVALUATION FORMS