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Useful Advices - Are You Giving Customer Focused Sales Presentations?
The average attention span of the average adult is 12-14 seconds. If your sales prese
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
ntation lasts more than 1 minute, don’t flatter yourself thinking that most prospects
; 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
hear or remember what you say.
In a recent sales survey, it was discovered that most
In a recent sales survey, it was discovered that most
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
salespeople cover 5-7 features during their presentation. When asked what the prospec
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
remembered 24 hours later, they mentioned only one of the features. Guess which one?
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
Not the first one, or the last one, but the one that related to their need, want, pr
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
blem, desire or concern.
So what is the key to an effective sales presentation? Only
So what is the key to an effective sales presentation? Only
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
cover the features and corresponding benefits of the issues that are of interest to t
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
e prospect. People buy for their reasons, not yours. They buy emotionally, and then j
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
ustify their decision logically. Therefore a powerful presentation does the followin
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
:
1. It comes from the prospect’s perspective.
2. It is interactive.
3. It
1. It comes from the prospect’s perspective.
2. It is interactive.
3. It
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
is a conversation with an agenda.
4. It blends a balance of emotional appeal and
4. It blends a balance of emotional appeal and
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
logical reasons.
5. It is brief.
6. It lets the prospect tell you what he w
5. It is brief.
6. It lets the prospect tell you what he w
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
ants and/or needs.
7. It qualifies interest in the features as you move along.
7. It qualifies interest in the features as you move along.
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
>
8. It tests the prospect’s interest along the way with trial closing questions.
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
9. It adjusts to the prospect’s personality style.
10. It is customized and ta
10. It is customized and ta
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
lored to each prospect.
Most salespeople go into what I call a “feature dump.” One
Most salespeople go into what I call a “feature dump.” One
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
of the biggest mistakes salespeople make is that THEY TALK TOO MUCH. How about you?
.
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
Are you giving more information than you are getting?
Most good prospects are ready
Most good prospects are ready
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
o buy before they tell you. Just give them a chance, and they will help you sell them
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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