Useful Advices - Business

Do you love what you do but hate the thought of having to "sell" your services?

Do some of these fears arise when you think of selling?:

* fear of rejection

* fear of being thought of as pushy

* fear

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

of getting a "no"

* fear of being seen as a salesperson

* fear of .....................

Do any of these fears resonate with you?

What impact is your fear of selling having on your business? Your fea

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

Examples of combination products may in

s and unease around selling are no doubt holding you back from having conversations with potential clients. Or, if you are having these conversations, you can feel your fears negatively impacting your re

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

ults.

Just imagine if all your fears around selling were eliminated.

I invite you to think about this for a minute. How would having no fears of selling make you feel? What difference would that make t

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

your business?

Would you feel more confident and relaxed? Would you speak to more people about what you have to offer? Do you think you would attract more clients?

The question then is what are the st

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

Combination pro

ps to overcome all your fears of selling?

The first step is to identify all your fears of selling. I'd encourage you to make a list right now before reading further.

Some of your fears arise because of

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

your perspective on selling and some of your fears arise from simply not knowing how to sell - you don't have a selling skill set. So your fears can be classified as either "perspective fears" or "skill

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

set fears".

With respect to each of your "perspective fears", it is your perspective (or viewpoint) that is giving you these fears. Change your viewpoint, change your perspective, and you will reduce or

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

even eliminate your fear. To overcome your "perspective fears", the process is to simply change your perspective to one that empowers you rather than one that makes you fearful and holds you back.

For

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

example, a lot of people fear getting a "no". This arises from the perspective that a "no" is a bad thing. I'd like you to try on the perspective that a "no" can be a very good thing and that you are s

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

metimes grateful when you get it. In fact, I would encourage you to be in active search of a valid "no". The sooner you find a valid "no", the better it is for both you and your potential client as you

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

Following aspects would a

will save each other a lot of time. How does this perspective on a "no" make you feel?

Can you see how powerful it is if you change your perspective on a "no"? The same process can also be used for yo

dd to the challenges in developing combination products:

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

r other "perspective fears" around selling. Look at each "perspective fear" and ask yourself what perspective you can take so that you are empowered rather than fearful. Hint: try the direct opposite

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

nd explore what it would be like if you took on that perspective.

There will be some fears that will not be altered by changing your perspective and these are the selling "skill set fears". These are th

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

fears that arise because you do not know how to have a sales conversation as you have simply not learned and acquired the necessary sales skills. These "skill set fears" can be overcome by increasing

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

our competence in selling and learning the skill of having a sales conversation.

Find and learn a simple process for having a sales conversation so you can become skilful at it. Be careful because you

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

Professional from academic institutions, pharmaceutical industries, health care indust

bsolutely must find and learn a process for having a sales conversation that is in alignment with who you want to be. If you learn a process for having a sales conversation that is in alignment with who

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

you want to be, you will enjoy having sales conversations and your fear of having these conversations will be reduced and even eliminated.

If you work on your "perspective fears" and your selling "skill

.

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

set fears" as I have outlined above, you will find yourself not only having more sales conversations but you find yourself actually enjoying them too. I have a hunch that you will also start to get a lo

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

Companies that provide selfless information through particip

more clients!

(c) 2007, Tessa Stowe, Sales Conversation. You are welcome to "reprint" this article online as long as it remains complete and unaltered (including the "about the author" info at the end)

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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I'm a big believer in WOWING customers. On the same note I believe you must ensure that if you WOW them you can do so consistently. How do you WOW your customers? Or do you?

What is the primary difference between a venture capital business plan and a small business or other business plan? The answer is typically risk. Venture capital business plans have much more risk than other plans, and as a result, the potential rewards from success are much higher.

The Customer Relationship Management is first of all and before anything else, a business strategy technologically supported and not the other war around. It consists on identifying the value of the clients, to keep them, develop them and get new ones. In this perspective, the prospecting of acquiring new clients begins with WEBinar while sales in itself, especially the presentation to prospects, is done in eSales.

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