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Useful Advices - Being a Better Salesman
I’m writing with over 35 years selling experience. I’ve been in advertising all my life and began with my own advertising agency. Later, I joined the Bell Syst
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
em Yellow Pages and did private consulting. Today, I’m retired and run a home-based business along with my wife called, ‘The Nurse’s Choice,’ a h
; 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
ealth information and doctor referral website. I’m still technically a salesman, but I didn’t set out to be one. I began as a designer and eventually, art di
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
rector for a small East coast agency. When I was hired by the Yellow Pages, I had almost no sales experience. But I had always taken care of my clients and discovered it
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
was virtually no different. Now I took care of the customer.
That’s not to say that the customer is always right: far from it. But it was my job, albeit, my respo
That’s not to say that the customer is always right: far from it. But it was my job, albeit, my respo
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
nsibility, to tell them when they were mistaken and put them back on the proper path. I was the advertising expert and they expected me to help them make the right decis
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
ions that would benefit them or their business, Along the way, I learned how to be the best salesman possible and made many friends in the process. These ideas will wor
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
k for any salesman whether you’re selling cars, homes, or anything of value. Now I’ll pass on these tips in no particular order.
(1) Be honest. It sounds easy
(1) Be honest. It sounds easy
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
but sales people sometimes have to sell products that they don’t believe in or aren’t needed by certain clients. In those cases, I would present the item 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
d let the customer decide. Which leads me to number two.
(2) Don’t be high pressure. A good salesman doesn’t need to be. Just do the job and allow the produc
(2) Don’t be high pressure. A good salesman doesn’t need to be. Just do the job and allow the produc
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
t to sell itself while expounding on the features and benefits.
(3) Smile and be friendly. You’re there to do them a favor and help them or their business. Let them
(3) Smile and be friendly. You’re there to do them a favor and help them or their business. Let them
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
feel that through your words, actions, and attitude.
(4) Recommend what they need. There is no use bypassing what they asked for simply to meet some quota. They’l
(4) Recommend what they need. There is no use bypassing what they asked for simply to meet some quota. They’l
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
pick up on you ulterior motives soon enough.
(5) Along with the previous, ask what they need. Allow them to explain what they are seeking and why. Learn about their situ
(5) Along with the previous, ask what they need. Allow them to explain what they are seeking and why. Learn about their situ
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
ation.
(6) Answer all their questions. It’s your primary job. Pass on your knowledge so they may feel secure with you and your understanding of the product or servi
(6) Answer all their questions. It’s your primary job. Pass on your knowledge so they may feel secure with you and your understanding of the product or servi
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
ce.
(7) Give them options. There are probably several decisions and choices to make. Explain the pros and cons of each and sit back, allowing them time to digest the pr
(7) Give them options. There are probably several decisions and choices to make. Explain the pros and cons of each and sit back, allowing them time to digest the pr
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
esentations.
(8) Shut up. Let them do the talking. Many new sales people will eventually talk themselves right out of a sale. Know the value of silence.
(9) Ask for the
(8) Shut up. Let them do the talking. Many new sales people will eventually talk themselves right out of a sale. Know the value of silence.
(9) Ask for the
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
ale. When the time is right, pull out the contract. Sense when it’s time to have them make a commitment. Don’t be afraid to do so.
(10) Overcome their object
(10) Overcome their object
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
ions. That’s when the sale actually takes place.
(11) Thank them for their business or time, even if they don’t buy right away. They may still come back and
(11) Thank them for their business or time, even if they don’t buy right away. They may still come back and
.
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
be your customer. Don’t burn any bridges.
(12) Follow up. Call them and reminder them you are available to answer any addition questions. Thank them again.
It&rsq
(12) Follow up. Call them and reminder them you are available to answer any addition questions. Thank them again.
It&rsq
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
uo;s an easy road to follow but many sales people forget these basic rules. Be smart and you’ll make plenty of money, good clients, and good friends along the way
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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