Useful Advices - Business

This three letter word is at the root of more failure and success in sales than any other I know

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

. People who consistently succeed in sales, whatever success means to them, do so because they

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

Examples of combination products may in

sk for what they want. Salespeople who tend to fail do so because they fail to either know what

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

they want or to ask for it.

There are a number of areas in the sales profession or times in the

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

sales process that asking can greatly contribute to your:

-success.
-income.
-confide

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

Combination pro

ce.
-professionalism.
-knowledge.
-performance.

Here are just a few:

1. Ask for

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

the order. (the obvious one)

2. Ask for referrals. (all the time)

3. Ask for letters of test

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

mony. (from every customer or client)

4. Ask questions, lots of them, and keep asking them.

5.

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

Ask for the right to use them as a reference. (this can get you more business)

6. Ask why they

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

id business with you. (everyone)

7. Ask why they didn’t do business with you. (every lost sale)

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

8. Ask for the right to use third party influence.

9. Ask a customer how you can best service

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

Following aspects would a

them.

10. Ask if someone will be a resource for you.

11. There’s more… See if you can add 10 t

dd to the challenges in developing combination products:

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

the list during your first three months.

Years ago I made a cold call on the president of a fo

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

tune 500 company. I’ll never forget it. He actually saw me and he taught me a valuable lesson.

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

At the

conclusion of the call I asked Bill, why he was willing to see me. He said, “no one ha

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

ever tried to see me as president without an appointment. I wanted to meet the person who had

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

Professional from academic institutions, pharmaceutical industries, health care indust

he guts to ask.”

So, don’t miss another opportunity to achieve your dreams. When in doubt ask

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

or what you want. There are only two outcomes when you do: you will get what you want or you w

.

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

n’t. If you don’t, you have nothing to lose by asking. When in doubt – ask for it, guess what

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

Companies that provide selfless information through particip

you might just get it. Failure is not about missing the mark, but in not taking the first step

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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Using a shotgun to drive customers to your website, might be a bit over the top!

Whether it's a mug or a mouse mat, a keyring or a pen, promotional items are generally much appreciated by the recipient.

We all know people who are like human dynamos. They seem to make an art form of building their business and still enjoy quality time with friends and family. It isn’t magic, you can do it too.

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Useful Advices - Want To Sell More? Just Ask

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