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

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1. The Power of Emotional State Mastery

The biggest difference between a marginal vs. top achiever is their state of mind. Marginal performers let outside circumstances dictate their state; top performers know how to take charge of their emotional state … with volition. State mastery is critical in sales, leaders

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

Combination pro

hip, customer service and every other aspect of business.

• What drives your state (and therefore your results) right now -- you or the world around you?

• What state are you conveying to your prospects now – fear, insecurity, aggression? Or confidence, enthusiasm, service-oriented?

• How

do you need to change your physiology and/or thinking to adopt a high performance state?

2. The Power of Personal Congruence & Integrity

Personal congruence is not a technique; rather the place “from which you come.” It’s that place where you have such deep rapport with yourself, that what you sa

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

comes powerfully from within and attracts others, even before a word is spoken. True authentic power comes from personal congruency. It’s magnetic and you know when you are with someone who comes from that place.

• What incongruent “parts” of yourself get in your way of owning your true personal power?

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

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• What are you saying or doing in marketing activities that is out of integrity with yourself and the values that are important to you?

3. The Power of Competence

Signing up a client or customer is not the end of the selling process, rather the beginning. Truly serving clients requires that

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

we “deliver the goods” and create real value. The more competence you have, the more value you can deliver.

• In what ways can you increase your competence to deliver more value to your clients or customers?

• What hidden skills, capabilities or core competencies can you capitalize on for additional

value and revenues?

ACHIEVING “OUTER” SALES EXCELLENCE

4. The Power of Instant Rapport & Trust

In NLP (Neurolinguistic Programming), there is a saying, “Anything is possible in the presence of rapport; nothing is possible without it.” Rapport is not about getting people to like you

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

Following aspects would a

. Rather it is the ability to “step inside their shoes” and see the world through their eyes. When you see the world through your prospect’s eyes, you build trust. Then, and only then, will a prospect buy from you.

• If you were to “see the word through your prospect’s eyes,” how would you interact with them

differently?

• Do you know what it will take for your prospects and clients to trust you?

• How do you know when you trust someone to buy from them? How can you use that information to build trust with your prospect?

5. The Power of Values & Motivation Criteria

People buy emotional

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

ly, not logically. The secret is knowing how to uncover a prospect’s deepest desires, buying motivations and emotional criteria, and using that information to best serve them.

• Do you know how to consistently uncover your prospect’s deepest buying motivations?

• What is it costing you in lost sale

not to?

• How might your product or services help them realize their deepest desires, overcome their greatest fears or fix their greatest pain?

6. The Power of Imagination & Story-Telling

Magnetic marketing is about leading the prospect’s imagination to a place where they are inspired to us

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

e your services. Anita Roddick, CEO, The Body Shop, has grown her company to a multi-billion dollar level, as she puts it, “not by marketing, but by telling stories.” Bill Caskey -- CEO, Caskey Achievement Strategies – suggests reducing your stories, examples and value to pictures. To do so, sinks your value in at the deepest l

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

Professional from academic institutions, pharmaceutical industries, health care indust

evels of your prospect's mind. Use the power of pictures and story-telling to help your prospect imagine how their lives or businesses will be different from your products or services.

• To what extent are you using the power of imagination to inspire your prospects to use your services?

• What storie

about your company or product/services can you tell that will ignite sales?

• What pictures, graphs or other visuals powerfully convey your value?

7. The Power of Synergistic Communications & Creating Win-Win Outcomes

Synergistic communications takes the sales process beyond building relat

.

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

ionships to building partnerships. The goal is to create a “we” space -- where differences are valued and used as stepping stones to create true win-win outcomes.

• How can embracing the differences between you and your prospect win more clients and sales?

• What new ways must you communicate with

prospects to shift from getting the sale to building partnership and win/win outcomes? You don’t need another closing technique. What you need are the right tools, mindset and principles to develop the magnetic edge … to explode sales, win negotiations and create impact with persuasion, influence and power

tion in industry events and feedback to regulatory authorities would be able to face the challenges and will be successful in developing combination products