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Useful Advices - 4 Compliance Secrets That Instantly Give You The Upper Hand
When your worn-out sales techniques fail, you need something to turn your numbers around fast. There are four secrets used by compliance professionals that can give you the upper hand in almost any circumstance, no matter how badly you've damaged the sale. Don't make another cold call before you know them. Don't visit your
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
client unless you can drag these secrets out to save the sale. Read on...
As you read this article, I suggest you take notes. Better yet, print the article out now so you can highlight and underline important points. If you get nothing out of this article, I'll be surprized, but you've lost nothing. But, if you find someth
As you read this article, I suggest you take notes. Better yet, print the article out now so you can highlight and underline important points. If you get nothing out of this article, I'll be surprized, but you've lost nothing. But, if you find someth
; 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
ing useful, you'll want to be able to get your hands on it easily when the times comes. Otherwise, when you're stuck, how are you going to dig yourself out?
Instead of wasting your time, I'm going to get right into the meat of this message. The four secrets that will help you steer sales back your way are below. As your re
Instead of wasting your time, I'm going to get right into the meat of this message. The four secrets that will help you steer sales back your way are below. As 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.
ad them carefully, note how you can apply them to your unique situation. I'll provide examples, but nothing can replace your personal knowledge and specific sales challenges.
Here we go. Are you ready to learn to the secrets for yourself?
SECRET #1: Torture the prospect.
Unless your prospect identifies their personal pro
Here we go. Are you ready to learn to the secrets for yourself?
SECRET #1: Torture the prospect.
Unless your prospect identifies their personal pro
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
blems, your chances of making a sale are slim to none. In fact, your probability of closing sales will be in direct correlation to how severely your prospect experiences "pain." Pain can be defined as any prospect's personal problems, challenges, or needs. Pain is the key compliance professionals use to unlock the prospect'
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
s emotions. Get your prospect to talk about their pain in specific detail so they can virtually experience it in the present moment and almost any sales situation can be turned around. Master this one secret and you'll have your competition's jaw dropping by the amount of sales you're making. The more pain, the better. That
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
's why I labeled this secret, "Torture the prospect." Your prospect must be so overcome by pain that price is obsolete. Objections seem trivial. When you get good at making prospects experience pain in excruciating degrees, they will beg to buy from you.
STOP. Write down exactly how you will use this secret over the phone
STOP. Write down exactly how you will use this secret over the phone
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
and in person with your prospects today. If you don't, I can only assume you don't need to make any more sales than you are already making. If you haven't printed this article yet, do so now.
SECRET #2: Ask uncomfortable questions.
In almost every sales situation, there will be one or more questions you won't want to ask
SECRET #2: Ask uncomfortable questions.
In almost every sales situation, there will be one or more questions you won't want to ask
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
. Your prospect doesn't want you to ask them, either. Why? Because no one likes to feel uncomfortable. But here's the kicker. Happy prospects are no good to you. As long as the prospect is comfortable, why should they buy from you? Generating pain will make them uncomfortable, but that is only one method. You must ask the q
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
uestions that you don't want to ask. If you do, your sales will increase. If you don't, you'll stay where you are now.
Make a list of five uncomfortable questions you will ask your prospects today. Maybe it's how much money they make. Maybe it is about their family. You'll know you have an uncomfortable question when you s
Make a list of five uncomfortable questions you will ask your prospects today. Maybe it's how much money they make. Maybe it is about their family. You'll know you have an uncomfortable question when you s
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
ee it. You'll instantly tell yourself you don't want to ask the question because it makes you uncomfortable, too. Here's the power to this secret: most sales are made outside the comfort zone. To get there, you must ask uncomfortable questions.
SECRET #3: Poke Your Prospects Where They Hurt.
After you get the prospect to
SECRET #3: Poke Your Prospects Where They Hurt.
After you get the prospect to
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
vividly experience their pain, anytime they bring up an objection or try to slow down the sales process, all you need to do is remind them of the pain. Say something like, "John, do you remember why you called me in the first place..." or, "Mary, I understand what you're saying, but does that change what you said earlier ab
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
out..." People make decisions because they have pain or want to avoid pain. Period. On the phone, via email, or in person, remind prospects of their pain and they will have a very difficult time resisting your offers.
Again, stop and write down specifically how you will apply this technique today. Do you have prospects who
Again, stop and write down specifically how you will apply this technique today. Do you have prospects who
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
keep putting you off? Use this technique. If you leave a voicemail, remind the prospect of their pain and how you can help them solve it.
SECRET #4: Increase The Emotional Temperature.
Like the old fable about the sun and wind, trying to force someone to buy from you will only get you so far. Intimidation works, but only
SECRET #4: Increase The Emotional Temperature.
Like the old fable about the sun and wind, trying to force someone to buy from you will only get you so far. Intimidation works, but only
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
under the right circumstances. If you've been nagging your customers to do what you want them to do, and it's not giving you results, switch tactics. Act like the sun, who increased the temperature, effectively making someone want to do what he wanted them to do. In the story, the man took off his jacket. How can you turn
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
up the temperature in a sale? All three of the previous secrets will help you, but there is a fourth. To the extent that you get your prospect to feel emotional, you'll also increase the probability of a sale. How do you accomplish this? There are several ways.
Here are a few:
1) Ask emotion-laden questions like, "How doe
Here are a few:
1) Ask emotion-laden questions like, "How doe
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
s that make you feel?" or "What do you think would happen if you don't make a change?"
2) Use emotional terms like trust, friendship, security, fear, love, happiness, appealing. You can find more extensive lists elsewhere on the internet. Just google the phrase "Sales words" and you should find them.
3) Tell an emotional
2) Use emotional terms like trust, friendship, security, fear, love, happiness, appealing. You can find more extensive lists elsewhere on the internet. Just google the phrase "Sales words" and you should find them.
3) Tell an emotional
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
story-either about yourself or someone you know. Make it personal and heart-wrenching. Make it about someone like the prospect. Stories work because of the emotions they generate: intrigue, curiosity, fear, etc.
4) Paint an emotional picture of what might happen to the prospect if they do nothing. 5) Get the prospect to p
4) Paint an emotional picture of what might happen to the prospect if they do nothing. 5) Get the prospect to p
.
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
oint out the emotional benefits of saying, "Yes." Example, "John, how do you think this would help you?" Your family? Your business?"
5) Ask about personal subjects, like values, beliefs and family. Most people can't talk about these things without being emotional.
In summary, to turn sales your way and get the upper hand
5) Ask about personal subjects, like values, beliefs and family. Most people can't talk about these things without being emotional.
In summary, to turn sales your way and get the upper hand
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
, you must be able to leverage your prospect's pain (s), comfort level and emotions. Combined, these tactics virtually guarantee that you will get the sale.
If this article helped you in any way, would you do me a favor? Tell me what you liked about it and email it to someone else you know may need it. Thanks for your help
If this article helped you in any way, would you do me a favor? Tell me what you liked about it and email it to someone else you know may need it. Thanks for your help
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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