Useful Advices - Business

Effectively reading non-verbal messages can dramatically improve your sales relation

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

ships, as well as your sales results.

Everyone communicates on two levels. Verbally

; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.

Examples of combination products may in

and non-verbally. Verbal communication, or the spoken words we use, represent a very

lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.

small portion (less than 10%) of our overall message. People can lie, misrepresent

here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe

or mislead you with their words. Non-verbal language represents over 50% of our tota

d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.

Combination pro

message.

If there is an inconsistency between the verbal message and the non-verba

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

l message you are getting from a prospect, I would advise paying more attention to t

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

e non-verbal. The non-verbal message will always be more a more accurate representat

nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically

ion of the person’s feelings, attitudes or beliefs.

There are a number of ways we 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

mmunicate non-verbally. There are: gestures, facial expressions, eye movements and

ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi

ye contact, posture and body position, verbal tone, inflection, pauses, pace and vol

ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.

Following aspects would a

ume. The way people dress also sends a non-verbal signal.

An easy way to determine

dd to the challenges in developing combination products:

Which markets to tap where the combination products can do fairly well?
Which combination prod

hat someone is thinking or feeling is to observe whether their signals are open or c

cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin

losed. Open signals represent openness, acceptance, willingness, enthusiasm, and app

tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen

oval. Closed signals represent the opposite of all of these. Closed signals are cros

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

ed legs, arms, hands. A lack of eye contact, rigid posture, leaning away from you, a

ping new procedures for reviewing their safety, efficacy and quality.

Professional from academic institutions, pharmaceutical industries, health care indust

nd the hands on top of the head are also examples of closed signals. Open signals ar

y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products

exactly what they imply: open hands, uncrossed legs, eye contact, leaning forward,

.

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

and so on. There are thousands of ways we communicate non-verbally.

I suggest you s

elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.

Companies that provide selfless information through particip

end the next few days observing and trying to interpret people’s non-verbal messages

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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Branding and keeping up with the brand is a lot of hard work. It means keeping on top of all communications to customers, making sure that service is top notch, and bending over backwards to keep a good name for yourself.

In the high-tech business, there are many people who know a great deal. But their knowledge matters very little if they can't convey what they know with a level of passion that drives people to sit up and listen. After all, it's not likely that anybody in the audience is going to care more about your topic than you do, so to ensure that audiences come away interested and motivated to learn more, it's incumbent upon the speaker to stretch to the point of almost going over the top with passion and enthusiasm for their topic.

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Useful Advices - Non-Verbal Messsages Are More Important Than What The Prospect Says

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