About the Book
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The Durni Dozen is a comprehensive guide to effective sales strategies. Robin Durni’s twelve steps toward becoming successful in sales outline a process beginning with preparation, understanding your client, and knowing the true value and purpose of your product. Durni’s approach to sales is more about building a relationship with new and existing clients than just moving a product. And building relationships means building trust, learning to listen, and finding the right questions to unlock the real reasons customers use the products they do. These probing questions and the resulting dialogue are what create the opportunity for and openness to your sales pitch. Durni presents a long-game philosophy that anticipates the evolution of both the client’s needs and the products available, as well as a sales relationship that will endure.
Durni shares insightful stories of his 50 years in medical equipment sales to illustrate his twelve steps to advancing a sale and retaining a customer. From active listening to reading body language and finally to debriefing and following-up on initial sales meetings, the Durni Dozen offers tips on every aspect of the sales call with a focus on getting it right, being efficient, and valuing the client’s time and expertise. Even if you think you know how to sell, the Durni Dozen offers a strategy and inspiration to keep learning and perfecting your craft. |
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About the author
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Robin Durni served with the Marines in Vietnam from 1969 to 1970 as a forward observer. After returning home to Buffalo, New York, he was given the opportunity to become a salesperson and independent distributor for Richards’ Manufacturing in Albany, New York. Richards’ Manufacturing later evolved into Richards Medical and was acquired by Smith & Nephew. Robin spent 37 years building a business that spanned three states and a team of 20-plus people. In 2009, Smith & Nephew bought Robin’s business, and he continued on as a straight-commissioned sales manager for the newly formed mega-northeast distributor for Smith & Nephew. In 2013, Robin was offered a director of sales position for his previous territory. In 2014, he was made National Director of Sales Development and became totally involved in the Sales Training segment . He is now fully retired after 50 years with the company. Recently, Robin started a new business, How to Sell LLC, and remains inspired by presenting his Master Series course to students and sales professionals.
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Robin raised two children, Gavin and Kyle. In 2014, his wonderful, successful son, Gavin, passed away, and his life changed forever. Gavin’s memory lives on. Robin lives in Albany, New York, with his wife Nadine Walsh and their two West Highland Terriers, Miss Daisy and Mr. Winston. His beautiful and talented daughter, Kyle, lives nearby with her spectacular Airedale, Monty.
"How to sell" LLC
Course options:
These courses are designed to be highly engaging and interactive for all attendees.
4 Hour Course. 1 Day
Features : Relationship Building and the "Durni Dozen."
Course Objective:
After this Course attendees will have a better understanding of the "Relationship Building" components as well as the 12 fundamental steps in the sales process, "the Durni Dozen" . The class will have taken a pre and post course knowledge check to ascertain their grasp of the material .
Features : Relationship Building and the "Durni Dozen."
Course Objective:
After this Course attendees will have a better understanding of the "Relationship Building" components as well as the 12 fundamental steps in the sales process, "the Durni Dozen" . The class will have taken a pre and post course knowledge check to ascertain their grasp of the material .
| 4 hour 1 day program. pdf. |
8 Hour Course. 1 Day
Features: Relationship Building , the "Durni Dozen", Probing Questions, Flip Chart Exercise, Messaging and Differentiation.
Course Objective:
After this Course attendees will have a better understanding of the "Relationship Building" components as well as the 12 fundamental steps in the sales process, "the Durni Dozen" . The class will have taken a pre and post course knowledge check to ascertain their grasp of the material .
What is "Messaging and Differentiation"? This applies to a company's marketing literature (manager's choice as to which products) that I breakdown and show class how to utilize the piece and also how does this product differentiate from primary competitors and how to utilize said piece in your sales presentation. The end result is about attendees having a unified message . This message is to be developed by the host/business principal.
Features: Relationship Building , the "Durni Dozen", Probing Questions, Flip Chart Exercise, Messaging and Differentiation.
Course Objective:
After this Course attendees will have a better understanding of the "Relationship Building" components as well as the 12 fundamental steps in the sales process, "the Durni Dozen" . The class will have taken a pre and post course knowledge check to ascertain their grasp of the material .
What is "Messaging and Differentiation"? This applies to a company's marketing literature (manager's choice as to which products) that I breakdown and show class how to utilize the piece and also how does this product differentiate from primary competitors and how to utilize said piece in your sales presentation. The end result is about attendees having a unified message . This message is to be developed by the host/business principal.
| 8 hour 1 day program.pdf |
12 Hour Course. 1.5 Days
Features: Relationship Building, the "Durni Dozen", Probing Questions, Flip Chart Exercise, Messaging and Differentiation, Class Examples ( Messaging and Differentiation), Flip Chart Exercise, Role Plays, Debrief and Targets.
Course Objective:
After this Course attendees will have a better understanding of the "Relationship Building" components as well as the 12 fundamental steps in the sales process, "the Durni Dozen" . The class will have taken a pre and post course knowledge check to ascertain their grasp of the material . The Day 2 morning session is focused on the attendees utilization of eye contact , prop usage , listening and voice control ( the salesman's pause ).
What is "Messaging and Differentiation"? This applies to a company's marketing literature (manager's choice as to which products) that I breakdown and show class how to utilize the piece and also how does this product differentiate from primary competitors and how to utilize said piece in your sales presentation. The end result is about attendees having a unified message . This message is to be developed by the host/business principal.
Features: Relationship Building, the "Durni Dozen", Probing Questions, Flip Chart Exercise, Messaging and Differentiation, Class Examples ( Messaging and Differentiation), Flip Chart Exercise, Role Plays, Debrief and Targets.
Course Objective:
After this Course attendees will have a better understanding of the "Relationship Building" components as well as the 12 fundamental steps in the sales process, "the Durni Dozen" . The class will have taken a pre and post course knowledge check to ascertain their grasp of the material . The Day 2 morning session is focused on the attendees utilization of eye contact , prop usage , listening and voice control ( the salesman's pause ).
What is "Messaging and Differentiation"? This applies to a company's marketing literature (manager's choice as to which products) that I breakdown and show class how to utilize the piece and also how does this product differentiate from primary competitors and how to utilize said piece in your sales presentation. The end result is about attendees having a unified message . This message is to be developed by the host/business principal.
| 12 hour 1.5 day program.pdf |
*** NEW !!! How to Sell Custom Program , 3-4 hours.
Designed for classes that have already read / reviewed the Durni Dozen.
1. Review How to Sell power point 1.5 hours
2. Specific topics beyond The Durni Dozen. 1.5 hours
a. Customer selection process.
b. Product selection process.
c. A day in the life of a salesperson.
d. My favorite probing questions.
e. The buying team.
f. Let's talk about the office.
Course Objective:
After this Course attendees will have a better understanding of the "Relationship Building" components as well as the 12 fundamental steps in the sales process, "the Durni Dozen" . The class will have taken a pre and post course knowledge check to ascertain their grasp of the material .
The attendees will also be exposed to the everyday hurdles that all sales representatives face with a better understanding/plan on how to overcome them.
| Target/Action Plan |
Target/Action Plan:
This plan is designed to have class attendees fill out at end of class and submit to Manager/Principal/Owner. This tool is ideal for "Debrief and Follow up" purposes.
This plan is designed to have class attendees fill out at end of class and submit to Manager/Principal/Owner. This tool is ideal for "Debrief and Follow up" purposes.
How to Sell-Key Steps, Trifold
This is my updated Trifold “Key Steps “which has the Durni Dozen page number next to each step for easy reference and is printed on card stock to promote longevity and enhance its’ value. When properly folded you see the “Pot of Gold” - Key Steps cover and inside are your Key Steps followed by Book reviews and “About the Author.”
Please contact me through my site at Durni.com if you would like some of this new trifold for your class, team or even yourself.
Durni Dozen Reviews.....
“𝙁𝙚𝙖𝙩𝙪𝙧𝙚𝙨 𝙩𝙚𝙡𝙡…𝙗𝙚𝙣𝙚𝙛𝙞𝙩𝙨 𝙨𝙚𝙡𝙡.”
-RD-
Sharing an absolute page-turner that I cracked open last month, “The Durni Dozen”. A huge thank you to Robin Durni for compiling a wonderful ensemble of principles that really captured the essence of relationship based sales. Also, a big shoutout to Scott Holdsworth for sharing this playbook early on in our journey for our entire group!
What I really appreciated most was the relatability each principle conveyed. A core concept that really hit home was; you don’t get a second chance to make a first impression. This a simple reminder that we can’t change the past but we can certainly execute on the here and now.
Another big takeaway was the concept of “features tell, benefits sell.” A value add that stretches beyond imagination and into the future vs a flat detail that doesn’t awaken the true capability of a product or service.
For those of you in any capacity sales related this book is a game changer and I highly recommend grabbing a copy. Kevin Ulrich • Spine & Orthopaedic Recon & Trauma Student - Medical Sales College | Top 10% Sales Producer with Keller Williams .
A must-read for every young MedTech sales professional , Mike Donoghue
View Mike Donoghue’s profile MedTech Executive | Startup Founder | Digital Health Innovator | Patient Centered | Customer Focused | Result Driven
A simple foundational educational experience on how to build a successful future in sales - written by a legend!
Mark PareView Mark Pare’s profile ,Director of Commercial Excellence BioProtect LTD
If you're a young, aspiring medical device sales rep or even a seasoned veteran alike, this is one of the most quintessential sales books to ensure inevitable success I've ever encountered. Robin Durni captures deep and profound insight, derived, most importantly, from his own personal experience and story. It is an easy read and captures the core of what our industry SHOULD represent: a passion and devotion for doing it the RIGHT way.
It needs to be a staple on your shelf-today!
Timothy Keough, MHA ,Timothy Keough, MHA (He/Him) • 1st (He/Him) • 1stGlobal Marketing Manager at StrykerGlobal Marketing Manager at Stryker
So thrilled you published this bible. I purchased one for all my team members. Very awesome and thank you for all your hard work, knowledge, and amazing experiences to be shared. Dillon Downs, Sr. Sales Lead, Zimmer Biomet.
This book is an easy read with so many valuable insights. Consider, it should make you want to attack medical device sales and sales in general. William Lutes • Orthopedic Surgeon at the Medical College of Wisconsin
"Started reading it last night. Brought back memories of my first sales training with you in the early 2000s. Great book with many great pointers to be successful!"-Richard Rich -Sales Representative at ConvaTec ATT
The DURNI DOZEN, by Robin Durni is a must read for anyone looking to better themselves
in selling to medical professionals. I personally learned a great deal from every example
and situations discussed in the book. Being in medical sales myself, for the past 35 years, I now
realize some of my style and skills could use some fine-tuning.
Thank you, Robin, for all the very valuable insight.
And a special congrats on your fabulous career.
Gary Heflich, GTM Medical Marketing, LLC
“A practical decalogue, in reality the points are 12, with example of real life, lesson learned, mistakes done. Robin Durni goes through is long sales career showing how method and consistency can create a long term success. Gaining Trust with the customer is the first commandment, and this has nothing to do with the product to sale. The book takes in consideration all the aspect of the sales process and how important is to create a collaborative environment. No success comes from just one person and how “follow up”, taking notes and debrief situation is always a good lesson for the next sales."-Ezio Policastro- Italy , Sales and Marketing Medical Device expert with a passion for Robotics and Medical Education.
"Robin Durni, Thank you for sending me your book “The Durni Dozen” I enjoyed the timeless insights especially how to build real value based relationships with your customers! Also the little walk down memory lane was 😀."-Scott Flora - President and CEO
"A great summary of selling principles that is clearly illustrated. Even with the many references to medical-orthopedic applications, it is easy to apply to most any industry with a direct sales force. If I was still managing my small company sales team I would take a chapter a week and include it in the weekly meeting. And looking at the author, it is clear he lived these principles 100% and never let up or doubted them. That and your overall passion for everything led to your extraordinary success and is certainly worth following. Nice post, I have shared my thoughts with those dozen Durni's I know
here in Hamburg."-John Saramak • Retired at Home Sweet Home
Comment
"Great read, written by the professional's professional.
I personally saw Robin in action, practicing what he preaches in numerous successful sales presentations.
My advise is to take the 12 hour course and it will pay for itself in weeks".
- Wayne Semprini
Trustee, University System of NH
Founder of Medical Device Sales certificate course at Plymouth State University
"Robin’s book is a quick, no nonsense, real life practical read written by someone who has been there. I personally know Robin as one of the highest sales performers for his company. The teaching he provides represents the accumulated knowledge of a very successful career, and the style of giving real life experiences is refreshing. Many examples in the Twelve Points will give you a chuckle. Your memory will be jogged back when you made the mistakes he teaches to avoid. As example. I remember as an inexperienced sales rep, presenting to a new doctor. When I tried talking using a piece of literature the doctor immediately took it from me, sat back and read it. He quickly gave it back saying “I’m not interested, come back with something I need,” and without a word promptly left the office. I learned nothing and felt stupid. Learning the “hard-way” is a quick ride to failure and Robin will help you avoid it.
I highly recommend this book. It will be appreciated not only by sales people but also by non-sales management looking for a better understanding of the hurdles faced by sales people that inhibit reaching their individual sales plan goals".
-John R Treace, Author: “Nuts and Bolts of Sales Management, how to build a high-velocity sales organization”
Founder and retired Board Member of Treace Medical Products
"Hi Robin, I have read the “Durni Dozen” now twice and keep learning every time I do … I can actually “see you in action” when I read through your professional approach to the relationships ".
- Dr. David Halsey , Chief Clinical Officer at Turning Point Healthcare Solutions, LLC
Lots of great wisdom in this book. I learned so much from you and encourage everyone to learn from these pages written by Robin. You are first class my friend!
Kaleb Sunwall ,Senior Vice President, Global Commercial Training + Education at Smith & Nephew
Robin, I read your book. Well done!
Putting in an order for our salesforce.
Joe Primo, Partner Pure Play Orthopedics - Distributor Smith & Nephew Orthopedics
Robin as one of your early veterinary clients I was always impressed with your authenticity, dedication, knowledge and commitment to the clients you served. In retrospect you were remarkable relationship innovator! Congrats. Ken
Ken Rotondo, President, Founding Partner at Rehavior, Inc (the NEW Mind Genomics Advisors)
Robin is one of the best Sales Trainers I have ever worked with! What he teaches is beyond products - it is best practices for selling. Kathe Liljestrand - Retired Medical Device Executive
Robin Durni is a true mastermind when it comes to sales strategies. If you are looking to up your sales game, be sure to grab his book and stay tuned for next year when his course offerings are available!
Brooklin ( Brooke ) Buchanan. Advanced Wound Management Sales | Smith & Nephew Account Manager.
Robin Durni has been a great resource in developing my career in sales!
I’m excited to share his book with his valuable information - he is a brilliant being with true genuine care in helping others overcome their challenges! Brooklin Buchanan(She/Her) • Advanced Wound Management Sales | Smith & Nephew Account Manager.
Robin Durni, what an amazing book. I didn't think it would be possible to distill down the years of experience and educating that you have done into something as meaningful as this, but The Durni Dozen is a fantastic read and guide for those needing to learn 'How to Sell'. Keep up the wonderful work and counseling my friend! Scott Laster , CEO, View Scott Laster’s profile • Seasoned Executive in Virtual Care and Medical Devices
For those of you in Sales who are tired of trying to conduct complex choreography and are looking instead to follow the KISS principle (Keep It Simple Stupid), this book is a must have. Henry Bonin , View Henry Bonin’s profile • Orthopediatrics , Managing Director -- Trauma & Deformity -- US, East
Hands down one of the best books on the foundations of medical sales & sales in any industry. Robin Durni does a fantastic job in expressing how we need relationships and how asking questions is paramount in sales. If you have a chance please take a look at this book!
Your future self will thank you! Paul Gonzalez, M.B.A. • Driving Innovation: Streamlining Spinal Navigation for Effortless Precision & Patient Care , Driving Innovation: Streamlining Spinal Navigation for Effortless Precision & Patient Care.
Great book written by a great man! Cheers! Drew Aiello , President and CEO of Ipayment of New York, Inc. / Sr. Licensed Loan Originator (NMLS: 64814) at Fairway Independent Mortgage Corp. (NMLS#:2289)
How to Sell LLC - Course Reviews...........
March 4, 2024 , Plymouth State University , Medical Sales Capstone class.
Medical Sales Guest Speaker
Earlier this week, our Medical Sales Class had the pleasure of hosting Robin Durni, a distinguished Medical Sales Trainer, author, and Consultant, as our esteemed guest speaker. With a rich background as a former National Director of Sales Development, Robin brings a profound understanding of the medical device field.
Students were captivated by his presentation, finding it both
engaging and insightful as he showcased numerous best practices and tactics in this rapidly evolving and dynamic industry. Notably, Robin is the author of the Durni Dozen, a resource utilized in our class.
We extend our gratitude to Robin for generously sharing his
expertise with us. Additionally, we wish to express our sincere appreciation to Wayne Semprini, a Plymouth State Alumnus and USNH trustee, for his invaluable contributions to the development of our Medical Sales Certificate program, without which its inception would not have been possible.
To the best of my knowledge, we remain the sole university
offering a medical sales certificate, a testament to our commitment to
providing cutting-edge education in this specialized field. Looking ahead, we
are excited about two upcoming field trips to medical centers later this
spring, offering our students invaluable hands-on experiential learning
opportunities. Professor Robert Nadeau , Following Professor at Plymouth State University | Top 1% Viewed on LinkedIn I Business Consultant Professor at Plymouth State University | Top 1% Viewed on LinkedIn I Business Consultant.
🌟 Exciting Update from Plymouth State's Medical Device Capstone Class! 🌟
On Monday night, our class Med Sales Capstone class welcomed a distinguished guest speaker, Robin Durni! As the former National Director of Sales Development with Smith+Nephew, Robin brought a wealth of experience and expertise to our discussions. Beyond his role at Smith+Nephew, Robin is also the author of "The Durni Dozen" and the creator of "How to Sell" LLC, we had the pleasure of using his book in our class and it was instrumental in enhancing our understanding of sales and development principles.
During our engaging session, Robin Durni shared firsthand insights into the dynamic world of medical device sales. His deep understanding of the industry provided our class with a unique perspective on the challenges and opportunities within the field. Robin's passion for innovation and commitment to excellence resonated with each member of our class. His valuable advice and practical tips will undoubtedly inspire us as we embark on our journeys within the medical device industry. A heartfelt thank you to Robin for generously sharing his time and expertise with us. Your insights have truly enriched our learning experience and will undoubtedly shape our future endeavors in this exciting field.
Special thanks also extend to Wayne Semprini, a distinguished member of the Plymouth State class of '72, whose 38-year tenure in medical device sales speaks volumes of his expertise and dedication. Wayne's ownership of a highly successful Smith and Nephew/Donjoy distributorship further underscores his profound impact on the industry. We are incredibly fortunate to count passionate alumni like Wayne among our ranks, individuals who not only excel in their fields but also wholeheartedly invest back into a place as special as Plymouth State University. Their commitment to giving back enriches our community and ensures that future generations of students like me have access to the same transformative opportunities. A heartfelt thank you to John Scheinman and everyone in Alumni Relations for making these connections possible!
As always, thank you to Professor Bob Nadeau for putting this together.
Here's to continued growth, learning, and innovation in the world of medical devices! 🚀
Nicole Reynolds ,
(She/Her) • 1stPlymouth State Student Body Vice President| Class of 2024-Vice President| Studying Allied Health Science and Medical Device SalesPlymouth State Student Body Vice President| Class of 2024-Vice President| Studying Allied Health Science and Medical Device Sales
During our class session with Robin Durni, the atmosphere was charged with anticipation as he began with an introduction crafted by my esteemed KAPPA Brother, Wayne Semprini. Wayne shared a captivating anecdote about his initial encounter with Robin, underscoring the invaluable lessons he gleaned regarding the nuances of medical sales. As Robin took the stage, his presence commanded attention, setting the stage for an enlightening discourse on his illustrious career trajectory. Robin commenced by recounting his crowning achievement: the establishment of the district sales leadership award in his honor at Smith+Nephew, a testament to his unparalleled expertise and dedication in the field. It was revealed that Robin's journey to the realm of medical sales was preceded by a pivotal moment of realization at a steel plant, where he resolved to seek a more fulfilling career path, ultimately leading him to seize a sales opportunity that altered the course of his professional life. Transitioning seamlessly into the crux of his presentation, Robin delineated the fundamental distinction between two types of relationships: those that are nascent and those that are already established. He elucidated on the indispensable qualities requisite for nurturing existing relationships, emphasizing the pillars of trust, active listening, and the delivery of tangible value. Among the pearls of wisdom he imparted, resonant quotes such as "If you're not growing, you're decaying" and "If you're not building business, you're at risk of losing it" left an indelible mark on our collective consciousness, serving as guiding principles for aspiring sales professionals.
Special thanks to Robin Durni for generously sharing his knowledge and experience, and to Wayne Semprini for their valuable contribution to our shared knowledge. Lastly, heartfelt gratitude to Bob Nadeau Naedu for orchestrating and bringing the entire experience together!
Cole Brousseau, Quentin Leahy, Allyssa Ordazzo, Chris Costantino, Nathaniel Bowditch, John Scheinman, Scott Mantie, Ph.D., Peter Miller, Julie Bernier, Lesley McGowan, Plymouth State University, Plymouth State University Sales Institute, #sales , #medicaldevicesales , #medicaldevices , #medicaleducation , #medicaldevicejobs , #medicalequipment , #medicalcareer , #medicaldevice , #johnsonandjohnson , #strykercareers , #medtronic , #siemenshealthineers , #gehealthcare , #philipshealthcare , #arthrex, #kairossurgical, #zimmerbiomet , #smithandnephew , #terumo , #abbott , #hologic, #resmed
Jaylin Houston(He/Him) • 1st(He/Him) • 1stStudent at Plymouth State UniversityStudent at Plymouth State University
Medical Sales Guest Speaker
Earlier this week, our Medical Sales Class had the pleasure of hosting Robin Durni, a distinguished Medical Sales Trainer, author, and Consultant, as our esteemed guest speaker. With a rich background as a former National Director of Sales Development, Robin brings a profound understanding of the medical device field.
Students were captivated by his presentation, finding it both
engaging and insightful as he showcased numerous best practices and tactics in this rapidly evolving and dynamic industry. Notably, Robin is the author of the Durni Dozen, a resource utilized in our class.
We extend our gratitude to Robin for generously sharing his
expertise with us. Additionally, we wish to express our sincere appreciation to Wayne Semprini, a Plymouth State Alumnus and USNH trustee, for his invaluable contributions to the development of our Medical Sales Certificate program, without which its inception would not have been possible.
To the best of my knowledge, we remain the sole university
offering a medical sales certificate, a testament to our commitment to
providing cutting-edge education in this specialized field. Looking ahead, we
are excited about two upcoming field trips to medical centers later this
spring, offering our students invaluable hands-on experiential learning
opportunities. Professor Robert Nadeau , Following Professor at Plymouth State University | Top 1% Viewed on LinkedIn I Business Consultant Professor at Plymouth State University | Top 1% Viewed on LinkedIn I Business Consultant.
🌟 Exciting Update from Plymouth State's Medical Device Capstone Class! 🌟
On Monday night, our class Med Sales Capstone class welcomed a distinguished guest speaker, Robin Durni! As the former National Director of Sales Development with Smith+Nephew, Robin brought a wealth of experience and expertise to our discussions. Beyond his role at Smith+Nephew, Robin is also the author of "The Durni Dozen" and the creator of "How to Sell" LLC, we had the pleasure of using his book in our class and it was instrumental in enhancing our understanding of sales and development principles.
During our engaging session, Robin Durni shared firsthand insights into the dynamic world of medical device sales. His deep understanding of the industry provided our class with a unique perspective on the challenges and opportunities within the field. Robin's passion for innovation and commitment to excellence resonated with each member of our class. His valuable advice and practical tips will undoubtedly inspire us as we embark on our journeys within the medical device industry. A heartfelt thank you to Robin for generously sharing his time and expertise with us. Your insights have truly enriched our learning experience and will undoubtedly shape our future endeavors in this exciting field.
Special thanks also extend to Wayne Semprini, a distinguished member of the Plymouth State class of '72, whose 38-year tenure in medical device sales speaks volumes of his expertise and dedication. Wayne's ownership of a highly successful Smith and Nephew/Donjoy distributorship further underscores his profound impact on the industry. We are incredibly fortunate to count passionate alumni like Wayne among our ranks, individuals who not only excel in their fields but also wholeheartedly invest back into a place as special as Plymouth State University. Their commitment to giving back enriches our community and ensures that future generations of students like me have access to the same transformative opportunities. A heartfelt thank you to John Scheinman and everyone in Alumni Relations for making these connections possible!
As always, thank you to Professor Bob Nadeau for putting this together.
Here's to continued growth, learning, and innovation in the world of medical devices! 🚀
Nicole Reynolds ,
(She/Her) • 1stPlymouth State Student Body Vice President| Class of 2024-Vice President| Studying Allied Health Science and Medical Device SalesPlymouth State Student Body Vice President| Class of 2024-Vice President| Studying Allied Health Science and Medical Device Sales
During our class session with Robin Durni, the atmosphere was charged with anticipation as he began with an introduction crafted by my esteemed KAPPA Brother, Wayne Semprini. Wayne shared a captivating anecdote about his initial encounter with Robin, underscoring the invaluable lessons he gleaned regarding the nuances of medical sales. As Robin took the stage, his presence commanded attention, setting the stage for an enlightening discourse on his illustrious career trajectory. Robin commenced by recounting his crowning achievement: the establishment of the district sales leadership award in his honor at Smith+Nephew, a testament to his unparalleled expertise and dedication in the field. It was revealed that Robin's journey to the realm of medical sales was preceded by a pivotal moment of realization at a steel plant, where he resolved to seek a more fulfilling career path, ultimately leading him to seize a sales opportunity that altered the course of his professional life. Transitioning seamlessly into the crux of his presentation, Robin delineated the fundamental distinction between two types of relationships: those that are nascent and those that are already established. He elucidated on the indispensable qualities requisite for nurturing existing relationships, emphasizing the pillars of trust, active listening, and the delivery of tangible value. Among the pearls of wisdom he imparted, resonant quotes such as "If you're not growing, you're decaying" and "If you're not building business, you're at risk of losing it" left an indelible mark on our collective consciousness, serving as guiding principles for aspiring sales professionals.
Special thanks to Robin Durni for generously sharing his knowledge and experience, and to Wayne Semprini for their valuable contribution to our shared knowledge. Lastly, heartfelt gratitude to Bob Nadeau Naedu for orchestrating and bringing the entire experience together!
Cole Brousseau, Quentin Leahy, Allyssa Ordazzo, Chris Costantino, Nathaniel Bowditch, John Scheinman, Scott Mantie, Ph.D., Peter Miller, Julie Bernier, Lesley McGowan, Plymouth State University, Plymouth State University Sales Institute, #sales , #medicaldevicesales , #medicaldevices , #medicaleducation , #medicaldevicejobs , #medicalequipment , #medicalcareer , #medicaldevice , #johnsonandjohnson , #strykercareers , #medtronic , #siemenshealthineers , #gehealthcare , #philipshealthcare , #arthrex, #kairossurgical, #zimmerbiomet , #smithandnephew , #terumo , #abbott , #hologic, #resmed
Jaylin Houston(He/Him) • 1st(He/Him) • 1stStudent at Plymouth State UniversityStudent at Plymouth State University
Contact
Have a question for Robin? Please fill out the form below.
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