Useful Advices - Business

One of the biggest mistakes many salespeople make is to assume. To believe that something is true without any verification, validation or evide

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

nce. In the area of the spiritual this is accepted practice and can be a healthy way to go through your life. In your sales career it can be t

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

Examples of combination products may in

e kiss of death. Assumptions are lethal. They give you confidence without any proof. They can set you up for disappointment, failure and at t

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

he worst breakdowns in communication.

I have heard the following more times than I can remember.

I assumed,

- that I was talking with the dec

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

sion maker.
- they meant it when they said they would call me back.
- they understood the benefits of our product/service.
- the

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

Combination pro

didn’t have a problem with our price.

Yadadada

There is only one way to determine what your prospect or customer;

Wants
Understands

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

Believes
Accepts
Feels
Likes
Does not like

And that is to ask them. Assuming vs. asking will guarantee a setback almost

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

every time in your sales career. Asking, while you may not like the answer as least you are working from a position of knowledge and not uncert

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

inty or unknown.

During the past several years no fewer than twenty-five of my weekly sales tips have focused on some aspect of the ability or

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

need to ask good questions. If you want more information on this subject, my best selling book, Soft Sell, has an entire chapter dedicated to

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

robing and asking questions. Or you can order my new special report – Sales Success – it’s all in the Questions. This 25 page document shares e

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

Following aspects would a

erything you need to know to integrate this critical technique into your sales approach. It is only $8.00 and I can email it to you as an attac

dd to the challenges in developing combination products:

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

hment if you would like to order it. Just give me your order details by email and I’ll get it right off to you.

Many salespeople are great at

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

robing and asking questions when they are trying to determine the status or circumstances of a new prospect. However, many stop this probing on

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

e they get an affirmative or confirmation that the customer is buying. Let’s say your prospect says, “Yes, we want to place an order now.” Do

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

you stop asking questions or do you assume a yes is a yes and a now means now?

Let me ask you,

- Have you ever lost a sale that you thought wa

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

Professional from academic institutions, pharmaceutical industries, health care indust

in the bag?
- Had to start all over again with a new contact at your prospect’s organization for any reason?
- Had a sale close in tw

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

years when you thought it would close in two months?

Most of the really successful people in sales that I know or have known are or were not g

.

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

eniuses. Many of them are not even very smart and some are downright stupid. But, all of them have two things in common:

1. They are ruthless

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

Companies that provide selfless information through particip

in the pursuit of information through questions.
2. They constantly invest in gaining increased and improved knowledge of the sales process

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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