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Useful Advices - Selling Among Wolves - Nice Guys Should Finish First
When we first enter the world of commerce, we’re told how to conform and we’re expected to do so. I began my sales career having no clue there were two systems based on two very different worldviews with two entirely different outcomes. I was told my mission was to work in the marketplace so I could fund the work of the kingdom. If possible, I was to very discreetly share the gospel with co-workers and lead them to
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
Christ. It was understood that we were to submit to the tyranny of the system without succumbing to its values. I entered the world of sales like many of you did, through what Dennis Peacocke calls “Pharaoh’s School.” It was there they taught me the ways of Egypt, the ways of the flesh or carnal nature. I wanted to learn God’s “way” but instead I was taught by reputable companies the subtle ways to appeal to a per
; 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
on’s pride, or greed, or love of whatever the world has to offer. In short, I was taught how to appeal to the very side of human nature we are called to disdain.
In the years that followed, I struggled to find the Father’s way for succeeding in sales. I knew I was called to the business arena and I could see the fundamental flaws of the established system of selling. I had learned twenty ways to close a sale but w
In the years that followed, I struggled to find the Father’s way for succeeding in sales. I knew I was called to the business arena and I could see the fundamental flaws of the established system of selling. I had learned twenty ways to close a sale but w
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
hat I really needed was one good way to open a relationship. I’d been taught how to create artificial need, when all I really needed to know was how to uncover the genuine need that already existed and meet it.
Then one day it all changed for me. I took a job selling copiers in a city I had just moved to. On my first day, the vice president of sales told me they expected six sales in my first ninety days and from
Then one day it all changed for me. I took a job selling copiers in a city I had just moved to. On my first day, the vice president of sales told me they expected six sales in my first ninety days and from
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
hen on, to sell one out of four demonstrations. When I came home from work, my wife could see I was upset and asked what was bothering me. I told her they had asked me to accept a seventy-five percent failure rate, and I wasn’t happy about that. I reasoned, “What farmer plants four rows of corn and then prays to God that just one of them will come up?” I picked up my Bible and told her I was going to study His word
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
to find principles and strategies that I could apply to sales. If the Father really had a better way, I was going to find it and adapt it to the selling process. Instead of selling one out of four copiers, I purposed to sell one out of one!
Ninety days later at my first quarterly sales review, I had to project my results on a screen in front of my peers. To their astonishment, I was able to report that I had done
Ninety days later at my first quarterly sales review, I had to project my results on a screen in front of my peers. To their astonishment, I was able to report that I had done
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
twenty-two demonstrations and closed twenty-two sales, which was three and a half times a goal no one had ever hit! The difference? I had found the way to successfully incorporate biblical principles and strategies into the selling process. Years later, I began teaching things like the Moses questioning strategy to uncover opportunity, creating a climate of trust based on the life of Christ, and true win/win negoti
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
ating based on the writings of Paul, and my clients experienced remarkable results. One company in Ohio had been experiencing sluggish sales for the previous couple of years and were stuck at around the $22 million mark. At the halfway point of the year, I was brought in to teach the principles and strategies I had gleaned from the Bible. Sales increased the last six months of the year by 44 percent over the same p
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
riod for the year before and they finished the year at about $30 million.
One reason folks don’t do well in sales is because they see the selling profession as an unclean thing, not recognizing that it’s neither moral nor immoral. For them, selling is a dirty word. They shun it, they dislike it, and they refuse to come to terms with it or to grow in their understanding of it. For their lack of knowledge, they slow
One reason folks don’t do well in sales is because they see the selling profession as an unclean thing, not recognizing that it’s neither moral nor immoral. For them, selling is a dirty word. They shun it, they dislike it, and they refuse to come to terms with it or to grow in their understanding of it. For their lack of knowledge, they slow
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
ly grind away in their mediocrity, living well below their God-given potential as life slips by them, one unfulfilled dream after another. In a word, they begin to perish.
What happened? They were sold! Somewhere in life, they bought into the lie that selling is something you do to someone for your profit, rather than with them for mutual profit. Being decent people, they didn’t want to play that game. They’d seen
What happened? They were sold! Somewhere in life, they bought into the lie that selling is something you do to someone for your profit, rather than with them for mutual profit. Being decent people, they didn’t want to play that game. They’d seen
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
the wolves thriving in the business arena virtually unchallenged and agonized internally over their prosperity, finally accepting the platitude that “nice guys finish last.” After all, they would rather be a nice guy and finish last, than a wolf and finish first, as if finishing first and being a nice guy were somehow mutually exclusive.
In the grand game of commerce, wolves and sheep compete for the same slice of
In the grand game of commerce, wolves and sheep compete for the same slice of
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
the economic pie. In preparation for the contest, wolves don sheep’s apparel to ply their cunning ways under cover of implied innocence while hiding the devious essence of their soul. Many a sheep on the other hand, has traded the innocence of his soul for the crafty ways of the wolf, in a sorry attempt to level the playing field and win his “fair share” of the business. At the end of the day, he has become a shee
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
in wolves’ clothing and that anguished, lonely howling he hears in the night is his own.
But there’s another breed arising! They’ve learned to walk close to the Shepherd while competing boldly with the wolves. They know how to keep their sense of balance in a most uneven world without adapting the predatory habits of their fiercest competitors. They walk with confidence into the lairs of any corporate boardroom a
But there’s another breed arising! They’ve learned to walk close to the Shepherd while competing boldly with the wolves. They know how to keep their sense of balance in a most uneven world without adapting the predatory habits of their fiercest competitors. They walk with confidence into the lairs of any corporate boardroom a
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
nd do not flinch, because they know the Shepherd is with them and they’ve learned His ways.
In sales, it’s that kind of sheep that wins, and wolves move on to easier territory, which brings me to my point: Nice guys can and should finish first. If you’re a nice guy who’s not finishing first, don’t blame the wolf. Don’t blame your company or the product. Don’t blame the economy and especially don’t blame the custom
In sales, it’s that kind of sheep that wins, and wolves move on to easier territory, which brings me to my point: Nice guys can and should finish first. If you’re a nice guy who’s not finishing first, don’t blame the wolf. Don’t blame your company or the product. Don’t blame the economy and especially don’t blame the custom
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
r. Look yourself square in the eye and accept full responsibility for your actions and results. There will always be reasons why something didn’t work. Accepting them for your personal justification will be your downfall. Unless failure becomes an unacceptable option, it will become an unavoidable routine.
Selling is not a dirty word or an unworthy vocation. The wolves have marked out the territory with their repu
Selling is not a dirty word or an unworthy vocation. The wolves have marked out the territory with their repu
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
tation and for too long we have let them have their victories while we huddled under the banner of being a nice guy. Wolves should never win and when they do, the ground they take will remain contested until I take it back. And how will I take it back? Inevitably the wolf always reveals himself for who he really is—a self-serving, money grabbing predator. When that happens, his prey (the customer) will begin to loo
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
for a way out and when they do, I’ll be there, anticipating his or her needs and offering solutions from a principle-based, value-added, customer-centered perspective.
The reason nice guys who succeed are accused of being wolves is because nice guys will go toe-to-toe with any wolf and not back down. The mild mannered sales reps that try to be nicer than Jesus are offended at this. Their pious attitude makes them
The reason nice guys who succeed are accused of being wolves is because nice guys will go toe-to-toe with any wolf and not back down. The mild mannered sales reps that try to be nicer than Jesus are offended at this. Their pious attitude makes them
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
easy prey for wolves and their self-pity perpetuates. It’s not that nice guys are pushy—it’s just that they’re not pushovers! When they do push, it’s always in the best interest of the customer. The wolf, on the other hand, pushes only for his own agenda. Another day, another dollar.
Succeeding in sales is not about becoming a smarter wolf, a nicer wolf, a Christian wolf, or in some way a better wolf. No, succeed
Succeeding in sales is not about becoming a smarter wolf, a nicer wolf, a Christian wolf, or in some way a better wolf. No, succeed
.
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
ng in sales is about out-serving your competition in the best interest of your customer. It’s about discovering your customers’ real needs and meeting them. It’s about understanding their goals, their dreams, and their visions for the future, then coming alongside, shouldering the burden and helping them get to their destinations. It’s about not backing down from a ruthless competitor. It’s about hanging in there w
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
ith the customer and walking them through their doubts, calming their fears, and solving their problems. In short, succeeding in sales is about bringing to bear on the customer’s behalf that which benefits him most in a bold, uncompromising manner. And when the wolves begin to howl in the night, the nice guys among us can sleep peacefully, knowing we’ve honored God, served our fellow man, and been true to ourselves
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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