Unfortunately, not all prospects buy at the time of a sales presentation.
You’ve heard all the excuses:
- They want to think about it
- They’ll order after they run out of their current product
- Want to give the order to their retail rep
- Talk to colleagues and ‘study club buddies’
- They want to wait for a promotion or better deal
60% of customers say ‘no’ four times before saying ‘yes’

It’s likely have some doctors that were interested or qualified enough to earn/receive a presentation but for whatever reason, they didn’t buy.
These accounts are in ‘prospect purgatory’. They are using a product or service that does not deliver the same advantages and benefits your product does. As a result, they are not delivering the highest level of care, they are working harder maybe not smarter than they have to, basically something about their current condition is compromised down than if they were buying what you are selling.