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Medical Device Sales
FreeMock Call: Converting a Competitor-Loyal Surgeon
- 15 min session
- Difficulty: medium
- 4 objections
Free 5-minute first session · No credit card
The scenario
Dr. Marcus Chen, a high-volume orthopedic surgeon who performs roughly 350 total knees per year at a busy surgical hospital. He has run OrthoCore's knee system for ten years and knows it cold — his OR team can turn over his trays fast and his revision rate is low. He is efficient, data-driven, and fiercely protective of his OR block time; he views a system change as a threat to both his outcomes and his workflow. He respects reps who come with real evidence and get to the point, and has no patience for hype, overclaiming, or reps who vanish after a launch. He will not switch on relationship or price — only on credible outcomes plus a workflow that does not cost him OR time, and only if the ask is small and low-risk.
You've earned ten minutes with Dr. Chen between cases to introduce the TriAxis Knee System. He currently does all of his primary knees on the OrthoCore system, cites a personal revision rate he is proud of, and runs a tight OR with a team that is fast on the incumbent instrument trays. He is skeptical that a newer implant can beat what he already does well, and he has been burned before by a rep who promised better outcomes at launch and then disappeared. Your job is to establish clinical credibility, present the TriAxis evidence accurately without overclaiming, address his OR-time and workflow concerns concretely, and earn ONE evaluation case with full rep coverage — not a full conversion today.
Opening line
“I've got ten minutes between cases. I've been doing OrthoCore knees for a decade — what could you possibly show me?”
What you'll practice
Discovery & Pre-call Insight
Clinical Evidence Selling
Preference-Change Persuasion
Objection Handling
Closing & Gaining Agreement
Communication & Rapport
What gets scored
A scoring syllabus, not a vague impression.
Scoring syllabus
6 graded modules
01Discovery & Pre-call Insight
15%
Whether the rep established credibility and understood Dr. Chen's current outcomes and OR workflow before positioning.
02Clinical Evidence Selling
25%
Whether the rep used the ASCENT registry data accurately, tied to his practice, without overclaiming.
03Preference-Change Persuasion
20%
Ability to move Dr. Chen from a decade of competitor loyalty toward evaluating TriAxis on a defined case.
04Objection Handling
15%
Use of LISTEN-ACKNOWLEDGE-EXPLORE-RESPOND against each outcome, workflow, trust, and data concern raised.
05Closing & Gaining Agreement
15%
Whether the rep asked directly for one evaluation case with coverage and secured a concrete commitment.
06Communication & Rapport
10%
Professionalism, clarity, and tone throughout a time-boxed call with a skeptical, efficiency-minded surgeon.
Expect these pushbacks
01
My revision rate is already low — why would I change what works?
02
My team is fast with the current trays. A new system slows down my OR, and my OR time is not free.
03
The last rep who promised me better outcomes disappeared right after launch. Why is this any different?
04
Registry data takes years to mean anything, and your device is too new to have it. So why should I trust the numbers?
How it works
From this page to speaking in minutes.
02
Respond out loud
The AI stays in character, follows up, and pushes back. There is no answer menu and no script to hide behind.
03
Fix the weakest moment
Review your score against the syllabus above, then run the same template again while the feedback is fresh.
Questions before you start
Know exactly what happens next.
No mystery trial, surprise subscription, or generic practice prompt.
Is this template free to practice?
Yes. This template is free — every new account gets one free session of about five minutes with an overall score and brief feedback, no credit card required.
How does scoring work?
Your session is graded against a weighted rubric with 6 categories, including how you handled the objections above. Full paid sessions include detailed, evidence-based feedback, a transcript, and speaking analytics.
What happens after I finish?
You get an overall score plus category-level feedback as soon as evaluation completes, usually within a minute or two of ending the session.
Can I redo this template?
Yes. You can rerun the same template as many times as you have credits for and compare how your score changes. Purchased credits never expire.
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