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Useful Advices - The Death Of Traditional Selling
Far too many people waste time pursuing leads that refuse to pick up the phone or return calls. In your initial interactions, the prospect seemed 'hot' for your services. You did your song and dance. You sent literature. Now, nothing. The prospect has turned cold to all attempts to further the selling process.
Why? Because t
Why? Because t
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
hey suffer from an ailment more common than the common cold; salespressuritis. A sickening fear of being sold.
There is a simple cure for this fatal ailment. Avoid selling in the first place. I don't mean to steer clear of all contact. I mean toss out the gimmicky, 1980s talk-your-head-off, push-for-a-close techniques the 'g
There is a simple cure for this fatal ailment. Avoid selling in the first place. I don't mean to steer clear of all contact. I mean toss out the gimmicky, 1980s talk-your-head-off, push-for-a-close techniques the 'g
; 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
rus' of the past preached.
In corporate sales, gimmicky sales pitches DON'T WORK. If anyone buys they buy in spite of the gimmicks, not because of them. Gimmicky sales pitches don't work in big ticket sales situations either. There are two reasons why they never have worked and never will.
Today's market is far too sophisti
In corporate sales, gimmicky sales pitches DON'T WORK. If anyone buys they buy in spite of the gimmicks, not because of them. Gimmicky sales pitches don't work in big ticket sales situations either. There are two reasons why they never have worked and never will.
Today's market is far too sophisti
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
ated. They've "seen it all" with respect to alternate choice closes, Ben Franklin close, and all the other stupid techniques that insult a buyer's intelligence.
Second, fast-talking, outsmart-your-listener, old school techniques don't work if you're selling anything over a few hundred bucks. And lets face it, there's not an
Second, fast-talking, outsmart-your-listener, old school techniques don't work if you're selling anything over a few hundred bucks. And lets face it, there's not an
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
ndustry alive that will pay sales reps to make sales under $100 (except maybe MLM). So chances are what you're selling qualifies as a big ticket item.
The key to sales success in today's corporate and big ticket markets is to talk less and listen more.
Here's proof. In 1992 I came across a small case of sales training bookl
The key to sales success in today's corporate and big ticket markets is to talk less and listen more.
Here's proof. In 1992 I came across a small case of sales training bookl
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
ts that would change my selling career forever. The case was labeled, Xerox's Professional Selling Skills System III. The promises of the system seemed somewhat outrageous. And the sales model was unlike any sales system I had ever seen before then. But I reserved judgment and like Mikey... I tried it... I read every page 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
he system. I worked through the sample case studies and scenarios. I had no clue if my efforts would pay off or not.
The results? My sales more than doubled. In fact, finally finding a selling "system" instead of winging the sales process made me the top salesperson in under 30 days at that company where I had previously bee
The results? My sales more than doubled. In fact, finally finding a selling "system" instead of winging the sales process made me the top salesperson in under 30 days at that company where I had previously bee
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
struggling just to keep my job. People with more experience than I had years on this planet were selling less than me.
Pretty impressive stuff considering the month before I received a written warning of dismissal if my sales didn't turn around. And here, all of a sudden, I became number one on the totem pole. Sweet!!
Howe
Pretty impressive stuff considering the month before I received a written warning of dismissal if my sales didn't turn around. And here, all of a sudden, I became number one on the totem pole. Sweet!!
Howe
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
er, I DON'T recommend using the Xerox Selling System today.
The Xerox sales model is a tedious process to use. Yes, it's more effective than "winging it". But the problems the system brings are many.
The process is easily fouled if you forget one or more techniques or miss hearing your "cue" for what to say next. And worse,
The Xerox sales model is a tedious process to use. Yes, it's more effective than "winging it". But the problems the system brings are many.
The process is easily fouled if you forget one or more techniques or miss hearing your "cue" for what to say next. And worse,
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
the Xerox selling model often causes objections where none existed before.
How? By encouraging you to attempt to force replies from your listener, by requiring you to follow a bunch of predetermined hoops to get your listener to jump through (which they probably don't want to do) and by encouraging you to move them towards a
How? By encouraging you to attempt to force replies from your listener, by requiring you to follow a bunch of predetermined hoops to get your listener to jump through (which they probably don't want to do) and by encouraging you to move them towards a
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
close. People aren't stupid. They will notice your efforts to 'close' them even if your closing process is merely parroting back to them what they liked about your offer, then doing some lame alternate choice close. You just destroyed your credibility and created unnecessary resistance.
That's why I decided to look for somet
That's why I decided to look for somet
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
hing that's just as effective but less mentally taxing -- for me and for the client. What I found isn't a single selling system. It's a combination of two. Reverse Selling by Ari Galper (available at www.unlockthegame.com) and SPIN Selling by Neil Rackham (available through Amazon.com).
The SPIN Selling model is easier to us
The SPIN Selling model is easier to us
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
than Xerox model because there are only four elements to focus on: situation, problem, implication, needs. This simplifies the needs-based selling model.
To give an idea how simple it is, I use Microsoft One Note to separate each of the S.P.I.N. elements into four individual tabs. Basically each tab contains one or more que
To give an idea how simple it is, I use Microsoft One Note to separate each of the S.P.I.N. elements into four individual tabs. Basically each tab contains one or more que
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
tions to help me understand the client's interests and needs, and whether or not there's a match for what they want and what I do. This is NOT a collection of those lame sales closing gimmicks.
SPIN Selling confirmed what I had discovered on my own... listening and asking sincere questions is far more effective than using la
SPIN Selling confirmed what I had discovered on my own... listening and asking sincere questions is far more effective than using la
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
e brained canned sales pitches. Trying to push people to do stuff they don't want to do is just plain stupid. It doesn't work in professional selling environments and it's mentally draining on you and the person you're speaking with.
As effective and simple as SPIN Selling is, it's isn't strong enough on its own for today's
As effective and simple as SPIN Selling is, it's isn't strong enough on its own for today's
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
ophisticated market either. Just like the Xerox model, the SPIN Selling method has holes too. Reverse Selling plugs those holes.
The underlying focus of Spin Selling is similar to that of the Xerox model: closing. "Sharpening Your Skills" (chapter 12 of SPIN Selling Fieldbook) with the aim of preparing a bunch of features an
The underlying focus of Spin Selling is similar to that of the Xerox model: closing. "Sharpening Your Skills" (chapter 12 of SPIN Selling Fieldbook) with the aim of preparing a bunch of features an
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
benefits in advance and then 'vomiting' that noise onto a client is a disaster for consultative selling. That type of selling is the main cause of unnecessary skepticism and objections in a sales call. Don't do it.
Reverse Selling forces your attention away from closing and back where it belongs... determining if you and th
Reverse Selling forces your attention away from closing and back where it belongs... determining if you and th
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
client are a true match for each other or not. And if not you simply say so and thank them for their time. The focus is NOT closing. It's helping people. That's what's missing from the SPIN Selling and the Xerox model.
That's why I recommend using Spin Selling for its structure: situation, problem, implication, needs. But f
That's why I recommend using Spin Selling for its structure: situation, problem, implication, needs. But f
.
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
r what to say or ask during a sales call, I merge the Reverse Selling "no sales pitch" approach into those four elements.
I recommend you do it too. You'll eliminate all selling pressure from you and the person you're speaking with when you focus on their needs, instead of yours. And instead of reflecting an 'always be closi
I recommend you do it too. You'll eliminate all selling pressure from you and the person you're speaking with when you focus on their needs, instead of yours. And instead of reflecting an 'always be closi
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
g' mentality, your sincere concern and willingness to help will shine through.
And you'll develop a selling structure that presents you as a concerned and competent professional. But best of all, by tossing out the archaic old school sales pitches you make it easy, even a joy for others to pick up the phone and talk with you
And you'll develop a selling structure that presents you as a concerned and competent professional. But best of all, by tossing out the archaic old school sales pitches you make it easy, even a joy for others to pick up the phone and talk with you
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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