Useful Advices - Business

How to Score in Sales

Would you like to be the kind of salesman who could sell ice at the North Pole? The first thing you have to do is stop selling

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

ice. I’m serious. The folks at the North Pole don’t need it. It may sound counter-intuitive but if you can find out what they do need, want and like y

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

Examples of combination products may in

ou can charm them into buying that new ice maker every time.

Target people, not your product

You can probably tell a potential customer everything t

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

here is to know about what you sell. You can rattle off every feature, you can justify its price or tell us when it will be on sale, and you know exac

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

tly how it compares to other products like it. The problem with making your product the most important focus in your sales pitch is that you’ve missed

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

Combination pro

the one desire that every customer has: The desire to be the most important focus.

Plan your selling strategy with their goal in mind

Instead of re

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

ading a script, or making a rehearsed pitch, ask open ended questions in order to find out what is most important to your customer. For example, if yo

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

u are selling cookware, before you mention a single pot you should ask your potential buyer if they like to cook. Follow their answer with more questi

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

ons: Why do they like or dislike cooking? What do they like to cook? What do they wish they could cook?

Now that you know what they really want, sell

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

them their heart’s desire. If they hate to cook because they hate to wash dishes, point out how the cookware’s non-stick coating is a breeze to clean

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

. If they want to make pot roast like their mom used to make, suggest a nice heavy pot with lid that is a lot like the one their mother would have use

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

Following aspects would a

d. It only takes a few well asked questions to get to know your customer. Once you do, you can sell them just about anything.

Put on your game face

dd to the challenges in developing combination products:

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

When you meet someone face-to-face 90% of how they perceive you is based on what they can see. When it comes to sales, people do judge a book by the c

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

over and first impressions can make or break a sale. Smile and mean it. Your customers are watching you.

Its also important to dress appropriately. A

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

gain, knowing your customer is key. What do they wear? If you are selling tricked-out skate boards to extreme-sports fans, a suit and tie will not hel

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

p you make your quota. Likewise, you aren’t likely to sell many insurance policies wearing sneakers, baggy pants, and a t-shirt that says Skate-R-Die.

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

Professional from academic institutions, pharmaceutical industries, health care indust

Sell your self from head-to-toe The first two things people notice when they meet you is your head and shoes. Don’t put off a needed haircut or sha

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

ve. Wear clean, new shoes and make sure your pants aren’t too short or too long. Avoid bad hair days and sloppy apparel at all costs.

Train to win

P

.

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

rofessional athletes practice every single day. They train for years and invest an enormous amount of time and money into their athletic careers. The

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

Companies that provide selfless information through particip

same tactics work in sales. Practice your techniques and be open to learning new ones. Anybody can play the game of sales, but only the best will win.

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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