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"You have turned my life around"
 

I am 87 years old, with a problem of the prostate gland. Before I met Dr. Baum, I went to the bathroom every 30-60 minutes. After Dr. Baum's treatment on my prostate, I go only 5 times per day and only 1 time at night! You turned my life around. I am so very grateful!

-Sidney Daigle


I want to thank you for your due diligence. You saved my life. I highly recommend you!

-Dwight Bastian


Thank you Dr. Baum! Because of you I'm back in the "rodeo"!

-Gerald Wallace

 


In major league baseball, a batter who gets two hits out of every ten times at bat is called a .200 hitter. This batter, within a very short period of time will be fired and will be looking for a job outside of baseball or returned to the minor leagues. On the other hand a hitter who gets just three hits out of every ten times at bat is a .300 hitter and is considered a great success, earns millions of dollars, and if he continues to maintain this small incremental advantage over the .200 hitter, he is destined for the Hall of Fame. The difference between the batter that gets fired or demoted and the one that makes millions is not huge; it's only one additional hit for every ten times at bat. It's the slight edge that makes the difference between success and failure. This not only applies to baseball but to pharmaceutical sales as well.

Learning the slight edge technique

The slight edge technique consists of doing two things each and every day. It should become part of your routine just as taking your sample bag with you on each call. First, numerous studies have shown that successful professionals, who are at the very top of their organization, will keep a daily journal and enter their ideas and objectives for the day, Those who keep a journal will sit quietly and calmly right after waking each morning and write down their ideas, thoughts, objectives for the day, and they will repeat the process just before retiring each night.

Why does keeping a journal translate into success? Have you ever noticed that when driving to visit your first doctor in the morning you will listen to a song on the radio or the CD player and long after you leave your automobile you will be humming or thinking about that song for the entire day? The same principle applies to writing down your ideas early in the day. When you use these quiet moments just upon arising, you are planting the ideas in your mind at a time when there is a minimal amount of clutter or distractions going on in your head. The thoughts and ideas that you write down become like a seed and will grow and be nurtured by your subconscious throughout the day. You will be thinking about these goals and objectives long after you have removed the pen from the paper of your journal. An idea planted consciously and deliberately in the subconscious mind gives direction and guidance later in the day and can color and influence every event that happens to you during the day.

By keeping a daily journal you also have made a record of your thinking. This allows you to easily review your thoughts.

For example, if one of your goals is to become a better listener and find out the needs and wants of your physician, you might write this down in your journal. You can also think about the message you want to use when you are eyeball to eyeball with your physician. So instead of launching into your dialog about the benefits and advantages of your product, consider asking the doctor, "How are you currently managing this medical problem or condition?" "Have you ever used our product? What was your experience with the product in terms of efficacy and safety?" Now, you have useful information that you can use when you discuss your product with the doctor. Remember, if you've talked to one doctor, you've talked to one doctor. They are not all the same and one size, or one presentation, is not applicable for all physicians.

The second recommendation to develop the slight edge technique is to visualize yourself, actually see yourself, acting upon the ideas that you have written down your journal. Your mind is almost like a perpetual movie screen. You can turn on your virtual movie with you in the starring role achieving your success or your goal on a regular basis throughout the day. The Chinese had it partly right that a picture is worth a thousand words. A subconscious picture of yourself achieving your goal is worth volumes of words and is like MasterCard, "priceless."

I will always remember the day I was visited by three pharmaceutical representatives each discussing a similar product. The first PR turned on her computer and went through a 7-minute Power Point presentation on the unique aspects of her product. The second man showed me a few articles from the literature that touted the superiority of his product. It was the third PR that took out a yellow legal pad and asked what were my most pressing concerns about practicing medicine? When I answered that question, she asked me, "How can I and my company help you in your practice?" While I was answering the questions, she was taking notes on my responses. This was the first time I have ever seen a PR demonstrate that she was really sincere about becoming a partner in my practice.

Taking notes is a very empowering action. Not only does this provide you with great information but also encourages your doctor to open up to you. You send the physician a nonverbal signal that you are really listening and that you are taking his/her answers seriously. Finally, an action like this puts you in a position of authority and at the same time, you elevate the doctor's status since you are demonstrating that his/her answers are so important that you are writing them down. When I asked the representative about this technique, the representative informed me that she visualized herself as becoming a partner in the doctors' practices and that she best could do that by writing down each doctors' response to her questions. What she was doing was actually seeing herself not only as a successful PR providing an outstanding product and information to her physician, but also as a real asset to the doctor with value-added services which gave her a position unique in the eyes of the doctor and his/her staff.

You need to think of your subconscious as a magnet. What you sow in the morning by writing in your journal and then think about during visualization later in the day will likely become a reality. So be careful what you wish for because you are likely to get it. Remember you can if you think you can.