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Useful Advices - Steer Clear Of These Words To Close The Sale
When you have a qualified prospect in front of you it is imperative that you avoid saying anything which triggers fear or doubt i
According to USFDA, a combination product is one composed of any combination of a drug and device; biological product and device; drug and biological product
n the prospect. Sounds obvious right? It’s surprising how many sales people do all the hard work only to miss out on the sale bec
; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.
Examples of combination products may in
Examples of combination products may in
ause they blunder at the final stage. When your prospect is properly qualified and has seen the benefits your product/service has
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
to offer it’s often more a question of shutting up and not messing up the sale rather than trying hard to ‘sell’ them. To avoid
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
losing blunders make sure you keep well away from the following words.
The first ‘steer clear’ word is ‘buy.’ It’s an ugly, blun
The first ‘steer clear’ word is ‘buy.’ It’s an ugly, blun
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
t word that is repulsive to your prospect. Purchase is a much nicer word and takes some of the sting out of the statement but if
ucts have become life saving products for the pharmaceutical companies who doesn’t have many innovative molecules in their product pipeline and have been inc
you really want to make serious money you’ll have to eliminate both from your vocabulary. You never ask your prospect if they wan
easingly used in the product life cycle management. Even the companies having product patents are trying to extend their product life cycle through the combi
t to ‘buy your sports car’ you talk to them about ‘owning’ your sports car. Nobody wants to buy anything because that just means
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
pending their hard earned money. Everybody wants to ‘own’ a sports car because that means enjoying all the prestige and benefits
and physically. They need to rightly judge the benefits of the combination products and they have to even look at the risks involved when combining the produ
that go with it.
The second ‘steer clear’ word is ‘sell.’ Funny how the two fundamental words to a sales transaction; ‘buy’ and
The second ‘steer clear’ word is ‘sell.’ Funny how the two fundamental words to a sales transaction; ‘buy’ and
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
‘sell’ are absolute disasters in a sales situation! Nobody wants be sold anything because it implies they’re not in control and t
ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.
Following aspects would a
Following aspects would a
hus it inspires fear. An even uglier term is when a salesperson refers to selling the prospect such as ‘I’m going to sell this gu
dd to the challenges in developing combination products:
Which markets to tap where the combination products can do fairly well?
Which combination prod
Which markets to tap where the combination products can do fairly well?
Which combination prod
’ rather than referring to selling their product ‘to’ someone. So never talk to your prospect about someone else you ‘sold’ the s
cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
ports car to, talk about how you ‘supplied’ them or ‘helped them obtain.’
The third ‘steer clear’ word is ‘contract.’ When peopl
The third ‘steer clear’ word is ‘contract.’ When peopl
tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
e hear ‘contract’ they immediately think of ‘signing their life away’ as the phrase goes. Everybody is fearful of contracts becau
t?
As combination products don't fit into the traditional categories of drugs, medical devices, or biological products, the USFDA is in the process of devel
As combination products don't fit into the traditional categories of drugs, medical devices, or biological products, the USFDA is in the process of devel
se we often hear stories of people who are in huge debt because they ‘signed some contract.’ From now on there are no contracts,
ping new procedures for reviewing their safety, efficacy and quality.
Professional from academic institutions, pharmaceutical industries, health care indust
Professional from academic institutions, pharmaceutical industries, health care indust
nly ‘paperwork.
The fourth word is ‘sign.’ It’s much the same as ‘contract’ in that it stirs up the same negative images of the
The fourth word is ‘sign.’ It’s much the same as ‘contract’ in that it stirs up the same negative images of the
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
‘fool with the pen’ who signed the guarantee or contract. Don’t ask your prospect to ‘sign’ anything. Ask them to ‘finalise’ the
.
As there is an increasing trend of the combination products companies manufacturing such products should be able to tackle the problems involved in the de
As there is an increasing trend of the combination products companies manufacturing such products should be able to tackle the problems involved in the de
agreement or ‘okay the paperwork.’
Finally, from now on the words ‘price’, ‘cost’ and ‘payment’ are not in your version of the d
Finally, from now on the words ‘price’, ‘cost’ and ‘payment’ are not in your version of the d
elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.
Companies that provide selfless information through particip
Companies that provide selfless information through particip
ictionary. Instead, use the word ‘investment’. People associate investments with returns. ‘Costs’ just burn a hole in your pocket
tion in industry events and feedback to regulatory authorities would be able to face the challenges and will be successful in developing combination products
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