Useful Advices - Business

We all know that Sales is really all about “closing the sale”. There is not a salesperson alive who does not use a variety of techniques to help them be successful with customers.

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

However, I believe passion is the most underrated and underutilized sales tool in our arsenal because it is too hard to measure and no one has found an effective way to teach it. W

; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.

Examples of combination products may in

y don’t more people use passion to their advantage? It’s simple. Passion exists in those who are humble, focused, and unlikely to advertise their expertise.

Passion is an effectiv

lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.

sales tool because it isn’t artificial and can’t be faked for a long period of time. It is displayed in people who genuinely care and are willing to take the time to serve their c

here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe

stomers in whatever manner is necessary. If your mindset is not to compassionately serve people, you can stop reading because the rest of this article is not for you. If you do hav

d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.

Combination pro

a willingness to serve and demonstrate concern, then continue reading.

Passion in sales is evident when the sales person takes the time to listen to their customer and attempts t

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

really understand what it is they are looking for. It is displayed not only in the questions that are asked, but also in the tone of voice and body language that are used and the

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

ollow-up demonstrated after the sales call. Sales people who have passion are able to create long-term profitable relationships with their customers. They also routinely benefit fr

nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically

m referrals by their existing clients and, on many occasions, these prospects come to them ready to buy. It’s ironic to note that the individual characteristics that reveal passion

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

are also the same characteristics that are demonstrated by many top-performing sales people. However, without passion resulting in a steady supply of new prospects, their status at

ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi

the top is short-lived.

Before you rush out to practice your body language and tone of voice in an attempt to find passion, let me add the secret ingredient: heart. Passion comes

ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.

Following aspects would a

from a genuine belief of wanting to help the customer in both good times and bad. It is at its truest form when things are not going well for either the sales person or the custome

dd to the challenges in developing combination products:

Which markets to tap where the combination products can do fairly well?
Which combination prod

and the sales person is still willing to serve first and sell second. Don’t get me wrong: having passion does not mean you’re giving up profit indefinitely. It might mean you are

cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin

acrificing a little short-term gain, but when you are committed to having passion for your customers, you will achieve a higher level of long-term profit, not only from the custome

tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen

you’re serving, but also from the referrals they bring you.

Passion can actually be measured in a couple of ways. Begin by asking yourself this simple question: “When the day is

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

ver and my customers are reflecting back on the people they’ve interacted with and the activities they’ve done, do they think of me in a positive light that contributed to them hav

ping new procedures for reviewing their safety, efficacy and quality.

Professional from academic institutions, pharmaceutical industries, health care indust

ng a good day?” It is important to consider whether your customers truly believe you are helping improve their day or simply contributing to the chaos of it. Another assessment too

y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products

is found in analyzing the number of referrals you get. Referrals are an accurate measurement of how your customers view you, even more than repeat business with a current customer

.

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

If they honestly believe in you, they recommend you to others. (Keep in mind, however, that if they don’t like you, they’ll still talk about you, just in a negative light.)

Passi

elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.

Companies that provide selfless information through particip

n in sales is underrated. Therefore, your ability to genuinely care about your customers, to show an interest in them, and to serve them will determine your long-term sales success

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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Useful Advices - Passion as a Sales Tool

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