Useful Advices - Business

Your sales meeting could be a free consultation, in person or by telephone, a demonstration, or it could be in your store. It could be long or short. The big que

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

stion is: Who controls the meeting?

Customer service is hugely important, and it starts with the sales meeting. You are the expert in your industry and the exper

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

Examples of combination products may in

t regarding your specific product/service. If you allow the prospect to do all the talking and ask all the questions, you lose the opportunity to show the prospec

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

t how well your product will fulfill their needs and solve their problems.

You are not doing your potential customer any favors by allowing them to take control.

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

Also, when you come to the meeting with an agenda you look very professional and organized.

You can have several intentions with your agenda, but the main one sh

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

Combination pro

ould be to get the sale! For me, since I so enjoy my fr'ee consultations, I have to additionally use my agenda to keep me on track so I keep the length of the mee

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

ting reasonable.

On your agenda, you should have open-ended questions. These questions do not have a "yes" or "no" or other such specific answer. Examples of op

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

en ended questions include:

- What is it you most want?
- Would you please tell me about _______?
- What problem are you currently experiencing with you

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

r ______
- How are you currently handling this problem?
- If you could change something about your ________, what would it be?
- How do you think I

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

could help you?

Then, if you want more information or if you sense there is something more to what they have already told you, you can ask:

- Could you please te

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

ll me more about that?
- Anything else?

The most important skill you will need to be a great salesperson is LISTENING. The prospect will list for you all th

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

Following aspects would a

eir selling points – all the reasons they need your product. Many people need to be heard. If you really listen, you may get the sale based solely on this abilit

dd to the challenges in developing combination products:

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

y. Also, you may have heard that you should only talk 20 percent of the time, but I think this depends on your product or service. For coaches and consultants, t

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

he prospect often wants to hear us talk – they are getting fr'ee advice they would otherwise have to pay for! Just do not over-do it.

Here is an example of a bas

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

ic sales meeting agenda:

1. Ask open-ended questions that will give you the information you need to sell them your product, and will demonstrate to the prospect t

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

hat you care about their needs.

2. Tell them just enough about your product or service so they will begin understanding how your product could benefit them – resi

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

Professional from academic institutions, pharmaceutical industries, health care indust

st the urge to vomit information on them, and don't talk about yourself! Unless they ask, they usually don't really care about you.

3. Close the sale by putting

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

their needs together with your product. (What I do is demonstrate my coaching by coaching the prospect around the issues they mentioned to me, demonstrating value

.

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

. I then summarize what we could work on together and how they would benefit, drawing on the needs they already outlined earlier.)

One more question you can ask,

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

Companies that provide selfless information through particip

if it fits into your agenda, is:

Do you know anyone else who could benefit from my services?

Then you need to ask for the sale!

Copyright (c) 2007 Audrey Burto

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

HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.usefuladvices.org.ua/article/36366/usefuladvices-Control-Your-Sales-Meetings.html">Control Your Sales Meetings</a>

BB link (for phorums):
[url=http://www.usefuladvices.org.ua/article/36366/usefuladvices-Control-Your-Sales-Meetings.html]Control Your Sales Meetings[/url]

What is the difference between networking and net weaving? What is net weaving? What are the benefits and advantages of net weaving? Which is better? Can both networking and net weaving co-exist?

Who is a great manager? Well, this question can have many answers but anyone running a management training program or management training course will tell you that - A great manager is a great communicator. This does not mean however, that all the other skills that a manager possesses are redundant. That is not what it means. But, unless you are a good communicator you cannot be a good manager.

If you don't close a sale, all the effort you have put into the preceding stages is wasted. Use these 5 essential factors and you will dramatically improve your closing ratio.

Tags

Links

Useful Advices - Control Your Sales Meetings

Related Articles: