Unlike most doctors, the Super Core did not like to be ignored by salespeople. If you visited them one to four times a year, their prescriptions still declined. Even if you visited them eight times a year, twelve times a year, sixteen times a year, they still fell. The Super Core wanted love, and that frequency simply wasn’t enough. But if you visited them twice a month—month in, month out—what happened? The number of prescriptions they wrote leaped. Twenty-four visits a year was the tipping point. If you held the Super Core’s hand and wined and dined them, they would be your best friend
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