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Useful Advices - The Art of Selling - The Close
I bring to the table over 30 years of experience in selling. I was a sales consultant for a directory publishing company and retired to run my own business
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
a few years ago. I decided to write some articles detailing the basic six step sales process. This includes the ICR, or interest creating remark, preparatio
; 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
n, fact-finding, the presentation, overcoming objections and the close. So, which is the most important? Well, it’s rather like asking which player is most
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
important on a sports team. The quarterback in football is worthless without defenders. The pitcher needs fielders and so forth. It’s a team effort and a go
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
od sales person should not neglect any one part.
The close is where one asks for the sale. It follows a terrific presentation and assumes that you had over
The close is where one asks for the sale. It follows a terrific presentation and assumes that you had over
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
come all the main objections. It’s the point where there is nothing left to say except, “Can I get your signature on this contract?” Okay, not exactly like
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
that, but it means that you feel the customer is ready to buy what you have offered. But there are exceptions to every rule. If, after you have covered 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
ther five steps and there are too many objections you can’t control or answer, you have another option. You can back out of the call before the close. There
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
were many times that I felt uncomfortable and decided to abandon the meeting and asked if I could come back at a later date. Sales people hate to have to
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
return and make another appointment, but just exactly what is our job anyway? It’s to make a sale.
I developed instincts that told me what to do. I could t
I developed instincts that told me what to do. I could t
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
ell by the attitude of the client toward the end of the call. If it seemed hopeless, I would rather make an excuse to come back than face a flat out rejecti
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
on. There are several ways to accomplish this feat without appearing weak. Here are a few statements one could make:
- I can see you still have a few
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
questions but we’ve run out of time. Can we meet again?I would love to show you another idea for your business at a second meeting. I just
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
realized that I failed to cover some important issues during this initial meeting.There are some new products coming out next week that I wasn’t a
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
le to bring with me today.
The idea of setting up the opportunity for a future appointment is the key. That way, you can use what you’ve learned
The idea of setting up the opportunity for a future appointment is the key. That way, you can use what you’ve learned
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
for the first sales call to design a custom program that will seal the deal the second time round. Of course, if everything went perfectly well the first ti
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
me, then grab the contract and your pen. You should have been able to read the buying signals by now. For instance, if the customer asked about delivery opt
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
ions, sizes, colors, dates and timelines, those are buying signals. If they talked about how they could be used in their business, these are more buying sig
.
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
nals. In that case, you must close today. If there are any further discussions that don’t involve changing prices or ordering information, ask if you can em
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
ail, fax or call with the answers. The main point is to get the order signed and move on. That’s called the close. Without it, you just have another meeting
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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