Tags |
|
|
Links |
|
|
Useful Advices - Increase Sales by Being Unique - Please!
Be you-nique.
Everyday in the mail, there are tons of junk that I get and throw away. But every now and then, a piece comes in that is so unique I am compelled to open it. Why? Because it is unique!
Now the real question… How do you get your message across? Your uniqueness? The uniqueness of your company? Your products? A
Everyday in the mail, there are tons of junk that I get and throw away. But every now and then, a piece comes in that is so unique I am compelled to open it. Why? Because it is unique!
Now the real question… How do you get your message across? Your uniqueness? The uniqueness of your company? Your products? A
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
nd most importantly YOU?
Lets talk about each of these areas individually:
The uniqueness of your company - Now at this point, you’re saying to yourself “what uniqueness?” That is the whole point – you might have never even thought about it! Not for one minute! It is essential that every sales professional think through th
Lets talk about each of these areas individually:
The uniqueness of your company - Now at this point, you’re saying to yourself “what uniqueness?” That is the whole point – you might have never even thought about it! Not for one minute! It is essential that every sales professional think through th
; 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
uniqueness of their company.
Let’s say, for example, that you work for a printing company. Wow - that is really unique. There aren’t many of those around. But bear with me - if you do work for a printing company, there are some unique qualities that may make a compelling story to tell your potential clients. Here are a few
Let’s say, for example, that you work for a printing company. Wow - that is really unique. There aren’t many of those around. But bear with me - if you do work for a printing company, there are some unique qualities that may make a compelling story to tell your potential clients. Here are a few
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
examples, but you are the one who has to look at your unique qualities and describe them effectively:
Location - “We are the only printing company on Maple Street - so we can give you faster service.”
Equipment - “We have just purchased the Whoop-dee-doo printer collator that prints, folds and packages your letters in half
Location - “We are the only printing company on Maple Street - so we can give you faster service.”
Equipment - “We have just purchased the Whoop-dee-doo printer collator that prints, folds and packages your letters in half
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
a second. Because it’s faster we can make our prices more competitive.”
Materials - “We are the only distributors of Artic White card stock paper from Europe which makes our business cards the heaviest, whitest, and glossiest available.”
Staff - “The owner of our company invented the printing press so we have the expertise
Materials - “We are the only distributors of Artic White card stock paper from Europe which makes our business cards the heaviest, whitest, and glossiest available.”
Staff - “The owner of our company invented the printing press so we have the expertise
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 make your print work look its very best at any price point.”
Talent - “Our company just hired Pablo Picasso as our art director and he is blowing the socks off people with the creative genius of his work.”
Affiliation - “Microsoft just contracted with us to do all of their worldwide point of sale materials.”
Combined s
Talent - “Our company just hired Pablo Picasso as our art director and he is blowing the socks off people with the creative genius of his work.”
Affiliation - “Microsoft just contracted with us to do all of their worldwide point of sale materials.”
Combined s
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
rvices – “Do you currently work with a graphic arts company to do design? Then we do the printing and someone else mails it? Well we can design, print, warehouse and mail it all in one location and on one invoice.”
Referrals - “Our company is part of a network of other business owners and we refer business to our customers
Referrals - “Our company is part of a network of other business owners and we refer business to our customers
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
all the time. In fact, last week an attorney who we do printing for landed a celebrity singer as a client – because we do all the printing for his former record company.”
Technology - “We have the technology to store all your print jobs and master copies on our secure server in order to maintain all your files so you can or
Technology - “We have the technology to store all your print jobs and master copies on our secure server in order to maintain all your files so you can or
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
er online in a second. There is no warehouse and everything is printed on demand.”
Convenience - “Once you buy from us, we give all your employees a key to our copy center and they can make copies any anytime, 24 hours a day.”
Analysis and research – “We have a Professor Snerdly Jones on staff and he can come by and do an
Convenience - “Once you buy from us, we give all your employees a key to our copy center and they can make copies any anytime, 24 hours a day.”
Analysis and research – “We have a Professor Snerdly Jones on staff and he can come by and do an
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
nalysis on your total company-wide printing cost and through his study, save you thousands of dollars. By the way, that’s free for all our customers.”
Discounts – “Once you reach the million dollar level, we’ll break down the pricing and give you an end-of-year rebate for volume above that mark. Last year, Poorboy Tires got
Discounts – “Once you reach the million dollar level, we’ll break down the pricing and give you an end-of-year rebate for volume above that mark. Last year, Poorboy Tires got
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
back $15,000. They changed their name to Rich Boy Tires.”
So you get the idea? No matter what company you work for – you can sell the UNIQUENESS or even develop uniqueness that you can sell.
It can be better, faster, cheaper, smarter, first, oldest, only, or whatever. But you MUST know what your key unique features are! Ti
So you get the idea? No matter what company you work for – you can sell the UNIQUENESS or even develop uniqueness that you can sell.
It can be better, faster, cheaper, smarter, first, oldest, only, or whatever. But you MUST know what your key unique features are! Ti
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
e for another formula:
U(0)=AIA(0)
Zero uniqueness on the salesperson’s part equals Attention, Interest, and Action of ZERO on the prospect’s part.
Talk the talk
Once you’ve put your finger on what makes you a unique beast in the landscape of your prospect, you must be able to ARTICULATE that clearly and concisely and sp
U(0)=AIA(0)
Zero uniqueness on the salesperson’s part equals Attention, Interest, and Action of ZERO on the prospect’s part.
Talk the talk
Once you’ve put your finger on what makes you a unique beast in the landscape of your prospect, you must be able to ARTICULATE that clearly and concisely and sp
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
ll out why that matters to your prospect and what value they might derive from it.
That can be a real challenge for some folks. This is not the place to be modest! I had a participant in one of my seminars who just couldn’t for the life of her say something positive about herself.
A distinction – I am not talking about BR
That can be a real challenge for some folks. This is not the place to be modest! I had a participant in one of my seminars who just couldn’t for the life of her say something positive about herself.
A distinction – I am not talking about BR
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
GGING - all of us have experienced braggarts who bored us to tears with their self-important droning. I am taking about speaking the truth about your unique characteristics.
It’s obvious that people don’t buy from companies – they buy from people. You don’t go to XYZ Dental clinic because they are XYZ Dental – you go becau
It’s obvious that people don’t buy from companies – they buy from people. You don’t go to XYZ Dental clinic because they are XYZ Dental – you go becau
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
se you like Dr. Matt! You will go there the FIRST time because they are XYZ, but not the second and third time because you have a choice.
Your customers have a choice, too, and you want them to choose YOU.
Too many salespeople don’t sell themselves in the sales relationship. So what is your uniqueness? Is it:
•P
Your customers have a choice, too, and you want them to choose YOU.
Too many salespeople don’t sell themselves in the sales relationship. So what is your uniqueness? Is it:
•P
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
rsonality?
•Knowledge?
•Experience?
•Creativity?
•Follow through?
•Commitment?
•Empathy?
•Connection?
•Communication?
•Helpfulness?
•Thinking?
•Analysis?
•Networking?
•Humor?
By being able to identify your most unique qualities you can then MARK
•Knowledge?
•Experience?
•Creativity?
•Follow through?
•Commitment?
•Empathy?
•Connection?
•Communication?
•Helpfulness?
•Thinking?
•Analysis?
•Networking?
•Humor?
By being able to identify your most unique qualities you can then MARK
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
T that uniqueness. Then you can say, “you can buy from XYZ – but there is one thing you will not get and that is me. I know that my _____________ makes a difference with my clients.” WOW!
Now you have a powerful message for the company, the products, and for you…
Oh… hang on, you haven’t done the work yet, have you? Here’s
Now you have a powerful message for the company, the products, and for you…
Oh… hang on, you haven’t done the work yet, have you? Here’s
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
how to start.
There are the three vibes you must give off when interacting with a prospect or customer:
1.I'm glad to be here.
2.I know what I'm talking about.
3.I love what I'm doing.
For example, you could say, “One of the things I love about my job is to see customers get the outcomes they w
There are the three vibes you must give off when interacting with a prospect or customer:
1.I'm glad to be here.
2.I know what I'm talking about.
3.I love what I'm doing.
For example, you could say, “One of the things I love about my job is to see customers get the outcomes they w
.
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
nt from the products and services I sell. It’s even more fun when I get a letter from a happy customer who was skeptical at first.”
But whatever you say, it needs to be REAL and the words need to come from you; not from me; not from a sales seminar; and not out of some book of sales scripts or “selling words.” That’s like t
But whatever you say, it needs to be REAL and the words need to come from you; not from me; not from a sales seminar; and not out of some book of sales scripts or “selling words.” That’s like t
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
ying to use canned lines on a date – it just doesn’t work.
Plus it’s energizing to focus on the good things about your job, and when you share your enthusiasm, you may find a whole different dynamic to your sales process.
After all, when you're glad to be there, your customer is much more likely to be glad you’re there too
After all, when you're glad to be there, your customer is much more likely to be glad you’re there too
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/36432/usefuladvices-Increase-Sales-by-Being-Unique--Please.html">Increase Sales by Being Unique - Please!</a>
BB link (for phorums):
[url=http://www.usefuladvices.org.ua/article/36432/usefuladvices-Increase-Sales-by-Being-Unique--Please.html]Increase Sales by Being Unique - Please![/url]
Related Articles:
Entrepreneur or Self Employed-What Are You
Five Important Questions to Ask About Franchises
Bookmark it:
|