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Useful Advices - Reaching Star Status in Sales
Being number one on your sales team just isn’t that difficult. Salesmanship is a learned skill. You can perfect that skill. Yes, it does help to have an outgoing personality, high self-esteem and an ego. But, these attributes alone won’t make you successful. Confidence in yourself, confidence in your products and confidence in your company is a key ingredient. The only way to gain this kind of ultimate confidence is by attaining knowledge.
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
Study your products, understand your value propositions and understand what your competitive advantage is.
Value Propositions
Don’t blow this concept off as some sales training jargon. Value propositions are extremely important. You have one, your company has one and your products have them. What is it about you that creates value for your customer? What is it about your company that creates value for your customer? What is it about you
Value Propositions
Don’t blow this concept off as some sales training jargon. Value propositions are extremely important. You have one, your company has one and your products have them. What is it about you that creates value for your customer? What is it about your company that creates value for your customer? What is it about you
; 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
product that creates value for your customer? It’s not features and benefits.
“Perceived Value drives customer expectations” “Performance value drives customer satisfaction”
Understanding is the Key
Understand yourself first. Determine your strengths. Recognize your weaknesses. Make a vow to work on improving those areas where you are weak. To excel at anything you must have confidence and confidence comes from experience and knowledg
“Perceived Value drives customer expectations” “Performance value drives customer satisfaction”
Understanding is the Key
Understand yourself first. Determine your strengths. Recognize your weaknesses. Make a vow to work on improving those areas where you are weak. To excel at anything you must have confidence and confidence comes from experience and knowledg
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
. Recognizing your weakness puts you in a position of strength because you become familiar with your limitations and what you need to do to overcome them. Personal understanding is critical to understanding your customers. And, if you don’t understand your customers it is extremely difficult to discover their pain.
Be Honest with Yourself
The road to success in sales requires a kind of personal honesty that not everyone is capable of exe
Be Honest with Yourself
The road to success in sales requires a kind of personal honesty that not everyone is capable of exe
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
cising. That specifically is why we all can’t be superstars. Part of becoming a superstar in sales is understanding people so well that building relationship equity is almost automatic. A skill that becomes inherent to your personification. This can’t happen unless you understand yourself first. People grow and change, you grow and change so this concept of knowing yourself and really knowing your customers is a living changing thing that
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
ou must always be conscious of. The more your customers change, the more you must change and adjust. This requires a certain amount of intuitive judgment and a perspective on helping the customer solve their problems to such an extent that you can see the forest in spite of the trees.
You Can Change Yourself but You Can’t Change Your Customer
Selling is all about understanding your customers. Accepting your customers as they are while un
You Can Change Yourself but You Can’t Change Your Customer
Selling is all about understanding your customers. Accepting your customers as they are while un
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
erstanding their specific wants, needs and desires for what they are and not what you would like them to be. This puts you in a position of strength in building a personal relationship with the customer. Don’t succumb to the common trait called impatience if your customer has trouble identifying his real pain. Often times it is up to you to help him discover that pain and in turn recognize the value you and your company provide by eliminat
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
ng that pain.
Sales is a Profession to be Proud Of
Learning your product, making a clear presentation to qualified prospects, and closing more sales will take a lot less time once you know your own capabilities and failings, and understand and care about the prospects you are calling upon. You must become a total solution provider regardless of the circumstance or situation. Sometimes solving a customer’s problem will have nothing to do
Sales is a Profession to be Proud Of
Learning your product, making a clear presentation to qualified prospects, and closing more sales will take a lot less time once you know your own capabilities and failings, and understand and care about the prospects you are calling upon. You must become a total solution provider regardless of the circumstance or situation. Sometimes solving a customer’s problem will have nothing to do
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
ith your product or your company. That doesn’t matter. Solving the problem builds relationship equity and relationships are still extremely important even in this century when a relationship is required to even get into the game. Selling occurs all around us all day long. Our mere existence is predicated upon selling something all the time. That something can be anything from a product to an idea, a concept or even a philosophy.
Anybody c
Anybody c
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
n sell to some degree and we all do it without exception. However, to be a professional sales person that reaches star status, accepting these concepts as truths is the starting point. Accepting the concepts described in this article will enable you to understand that salesmanship is not a born trait. Agreed, there are some personality traits that may help you create success quicker but true professional sales skills are learned.
An old s
An old s
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
les buddy of mine once said;
“You can send a gorilla out on the road and if he calls on enough people, if he doesn’t give up, sooner or later someone will pin an order to his chest and send him home.” --------Brian Williamson
Maybe you know some sales people like that. If you do rest assured they aren’t the professionals we are talking about. Sales is a profession that requires professionals. It’s a profession to be proud of. It requires
“You can send a gorilla out on the road and if he calls on enough people, if he doesn’t give up, sooner or later someone will pin an order to his chest and send him home.” --------Brian Williamson
Maybe you know some sales people like that. If you do rest assured they aren’t the professionals we are talking about. Sales is a profession that requires professionals. It’s a profession to be proud of. It requires
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
persistence, tenacity, confidence and understanding. Study yourself, study people, do your homework and never forget the basics. Targeting, goal setting, action planning and follow-up never go out of fashion no matter how much of a star you become. Never forget where you came from and how you created the success you create.
Getting up out of bed in the morning; doing what has to be done to excel in sales; keeping records, updating your ma
Getting up out of bed in the morning; doing what has to be done to excel in sales; keeping records, updating your ma
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
erials; planning the direction of further sales efforts; and all the while increasing your own knowledge – all this definitely requires personal motivation, discipline, and energy. Being a professional sales person is not easy. It demands creativity and innovative thinking.
So when you become a superstar in sales, use this list of basic reminders to help coach and mentor some of your peers so you can create the most dynamic sales team in
So when you become a superstar in sales, use this list of basic reminders to help coach and mentor some of your peers so you can create the most dynamic sales team in
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
our industry.
Sales Basics
• Meet and qualify all the accounts in your territory before you begin to focus on a few.
• Do your homework. Know your company first; the strong points, the weak points. Know who and what your internal resources are. What is your company’s sweet spot?
• Do your homework. Know your customers. What do they buy? How do they buy? Who are their five largest customers? Research your customer and their industry on
Sales Basics
• Meet and qualify all the accounts in your territory before you begin to focus on a few.
• Do your homework. Know your company first; the strong points, the weak points. Know who and what your internal resources are. What is your company’s sweet spot?
• Do your homework. Know your customers. What do they buy? How do they buy? Who are their five largest customers? Research your customer and their industry on
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
he web. Become an industry expert for your customer. Meet people and cultivate relationships beyond your customers purchasing department.
• Create a call plan prior to every call. The objective can be as simple as getting an appointment with someone higher up in management to meet with your management on a subject as complex as a full-blown PowerPoint presentation designed to secure a contract.
• Keep a data record on every buyer at your
• Create a call plan prior to every call. The objective can be as simple as getting an appointment with someone higher up in management to meet with your management on a subject as complex as a full-blown PowerPoint presentation designed to secure a contract.
• Keep a data record on every buyer at your
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
major accounts. Get to know him as well as his family knows him.
• Create an itinerary for each week. Know what you are going to do. Set at least two base appointments in the morning and afternoon with major accounts. Fill in around these appointments as appropriate.
• Know your customers’ personality. People buy from people so develop a relationship with each of your customers. PIMS (Personal Information Managers) or sales programs such
• Create an itinerary for each week. Know what you are going to do. Set at least two base appointments in the morning and afternoon with major accounts. Fill in around these appointments as appropriate.
• Know your customers’ personality. People buy from people so develop a relationship with each of your customers. PIMS (Personal Information Managers) or sales programs such
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
as TeleMagic and Goldmine have a place for this information. Use it, or put it in your spiral binder. Nothing is more important to Jennifer than her daughter’s ballet or to Bill than his golf or his son’s little league, BUT do not waste your time or theirs. Some people will reject you as a time waster if you talk about this, others will keep you on the phone for hours with trivia. Know your customer and control the conversation. Your job i
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
to sell and move on but do it in the most productive and effective manner and only you know what that is for your customer.
• Create a territory plan. Establish goals, identify milestones, create a time line and engage all your resources including upper management.
• Create an action plan for every major account. Know your customers’ “Rules of Engagement.” What keeps them up at night? Create a strategy that involves your entire team inc
• Create a territory plan. Establish goals, identify milestones, create a time line and engage all your resources including upper management.
• Create an action plan for every major account. Know your customers’ “Rules of Engagement.” What keeps them up at night? Create a strategy that involves your entire team inc
.
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
uding the President of your company if appropriate.
• Set specific goals and objectives. Write them down.
• Maintain a positive attitude. Don’t procrastinate on anything.
• Keep your promises. Don’t make promises you can’t keep.
• Sell yourself first. Develop a trusted relationship, and then sell your company.
• Know your competitive advantages and your company’s core competencies.
• Think creatively. Think outside the box.
• If voi
• Set specific goals and objectives. Write them down.
• Maintain a positive attitude. Don’t procrastinate on anything.
• Keep your promises. Don’t make promises you can’t keep.
• Sell yourself first. Develop a trusted relationship, and then sell your company.
• Know your competitive advantages and your company’s core competencies.
• Think creatively. Think outside the box.
• If voi
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
email is blocking your contact, call someone else’s extension as if by mistake and ask them to transfer you. Voicemail has become the “gate keeper.” Call early before business hours or later after business hours.
• Listen more – speak less. Get your customer to talk about himself/herself. If your customer spends most of the time in a sales call talking about them, they can’t help but like you. Apply the 80/20 rule – listen 80% of the time
• Listen more – speak less. Get your customer to talk about himself/herself. If your customer spends most of the time in a sales call talking about them, they can’t help but like you. Apply the 80/20 rule – listen 80% of the time
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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