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Useful Advices - How To Uncover Needs Or Wants Painlessly Using The JFA Funnel Technique
Working on the basis that you are dealing with the MAN (the person with the Money, the Authority and the Need) you must very quickly assess if you have a potential prospect or not. In other words can their needs be met by the products and services you have to offer. It may not always be obvious to the prospect that they can use your products but yo
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
ur industry experience tells you that they can. In this instance we are looking for an opportunity to uncover some needs. You cannot create needs - but you can uncover them.
The key to uncovering needs lies in good questioning techniques. Questioning is a skill that requires much practice and concentration but once mastered serves you well because it all
The key to uncovering needs lies in good questioning techniques. Questioning is a skill that requires much practice and concentration but once mastered serves you well because it all
; 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
ows you to:
Sell Not Tell
Most emerging salespeople talk too much. They’re good talkers, they must be salespeople or all you need to be a salesperson is the gift of the gab, are often heard misnomers. Most prospects, at the sales stage, come to expect that a salesperson will probably talk at them, for too long and about very little, especially th
Sell Not Tell
Most emerging salespeople talk too much. They’re good talkers, they must be salespeople or all you need to be a salesperson is the gift of the gab, are often heard misnomers. Most prospects, at the sales stage, come to expect that a salesperson will probably talk at them, for too long and about very little, especially th
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
ir needs. You want to do the unexpected with your prospects and sell not tell. Do remember that customers and prospects are most comfortable when they are part of the process and not part of the audience.
Listen
If you are talking you are not listening! If you do not listen you will never find out enough information about the prospect or their ne
Listen
If you are talking you are not listening! If you do not listen you will never find out enough information about the prospect or their ne
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
eds. Apply the 80/20 rule, you should use questioning techniques so that the prospect is doing 80% of the talking and you are only doing 20%.God provided us with two ears and only one mouth and we should use them in that order.
Uncover Needs, Painlessly
Rarely do you receive information unless you ask for it. You need information to sell your ser
Uncover Needs, Painlessly
Rarely do you receive information unless you ask for it. You need information to sell your ser
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
ices or products and look for future sales possibilities. Skilful questioning means that you do not seem to be imposing on the prospect by asking too many questions.
Maintain Control
Using questioning techniques you can control the prospect in almost any given situation. You can guide the prospect towards acceptance of your solution. Should you n
Maintain Control
Using questioning techniques you can control the prospect in almost any given situation. You can guide the prospect towards acceptance of your solution. Should you n
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
eed to, you can use questioning techniques to regain control.
Probably the single most important skill that a salesperson can possess is good questioning techniques and it is certainly one of the most under estimated and under used selling skills. Several other sales techniques also rely heavily on your ability to ask questions effectively.
Types Of
Probably the single most important skill that a salesperson can possess is good questioning techniques and it is certainly one of the most under estimated and under used selling skills. Several other sales techniques also rely heavily on your ability to ask questions effectively.
Types Of
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
Questions:
There are basically two types of questions, open and closed (sometimes called indirect and direct). Open questions are used to get people to open up and provide information whilst closed questions are used to solicit commitment and will prompt a yes or no answer.
Once again our 80/20 rule comes into play. You should analyse your questioni
There are basically two types of questions, open and closed (sometimes called indirect and direct). Open questions are used to get people to open up and provide information whilst closed questions are used to solicit commitment and will prompt a yes or no answer.
Once again our 80/20 rule comes into play. You should analyse your questioni
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
g so as to make sure that you ask 80% open and 20% closed questions.
Unfortunately closed questions are easier to ask and if we have a compliant client, we lapse into the bad habit of reversing the 80/20 rule and asking mainly closed questions. When you ask closed questions, even with the compliant client, you are doing yourself a great disservice. It wi
Unfortunately closed questions are easier to ask and if we have a compliant client, we lapse into the bad habit of reversing the 80/20 rule and asking mainly closed questions. When you ask closed questions, even with the compliant client, you are doing yourself a great disservice. It wi
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
ll be as much by luck as by judgement that you are getting any information at all and what you do find out will be limited.
Once the art of asking open questions is mastered, we take the types of questions and expand and define them a little further, so that we can uncover and then develop needs:-
Open Neutral Questions - These get uninfluenced a
Once the art of asking open questions is mastered, we take the types of questions and expand and define them a little further, so that we can uncover and then develop needs:-
Open Neutral Questions - These get uninfluenced a
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
d non specific answers
Open Leading Questions - For long, influenced, specific answers
Closed Questions - To solicit a short, influenced answer, usually just yes or no
The Funnel Technique:
This is a questioning technique, or rather a structure, to use the technique within, that keeps you on track as you guide your prospect toward
Open Leading Questions - For long, influenced, specific answers
Closed Questions - To solicit a short, influenced answer, usually just yes or no
The Funnel Technique:
This is a questioning technique, or rather a structure, to use the technique within, that keeps you on track as you guide your prospect toward
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
s your service or product offering once you have uncovered the needs.
The technique relies on you using the prospects own words back to them and you must take notes. You will need to remember what the prospect says both now and possibly well into the future so do not rely on your memory
Steps Of The Funnel Technique:
There are four steps to the
The technique relies on you using the prospects own words back to them and you must take notes. You will need to remember what the prospect says both now and possibly well into the future so do not rely on your memory
Steps Of The Funnel Technique:
There are four steps to the
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
technique but that does not necessarily mean that it will always be only four questions:
1. Motivate, why you are asking the questions
2. Open neutral questions, to get non-specific, un-biased information
3. Open leading questions, to get specific, biased information
4. Summary and gain commitment with closed questions
Step One:
1. Motivate, why you are asking the questions
2. Open neutral questions, to get non-specific, un-biased information
3. Open leading questions, to get specific, biased information
4. Summary and gain commitment with closed questions
Step One:
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
he first step is to motivate the prospect. You are going to hit the prospect with a barrage of questions so you want to prepare them for it. The best way to do this is with motivation not justification. You might consider using something they said to provide some positive stroking. For example you might make reference to the size of their company or depar
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
tment. They will be on the edge of their chair waiting to tell you about it in more depth! Be careful not to sound too patronising but top salespeople are genuinely interested to learn as much as they can about their client or prospects business and are very good at creating rapport.
Step Two:
Now you have them relaxed, you can begin to probe for
Step Two:
Now you have them relaxed, you can begin to probe for
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
information, pegs to hang the sale on and hot buttons. You want to find out as much as possible with.out leading or influencing the prospect. You want to encourage them to talk. You could ask them for instance, how their your company structured or what the partnership does Never use closed questions or be too specific at this stage.
At the second stage y
At the second stage y
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
ou will more likely than not get several pieces of valuable information. You must take notes because you may want to go through the funnel with each piece and maybe several times.
Step Three:
Once you have started to gather information and uncovered the hot buttons you, use open leading questions to pin point specific areas that you want to explo
Step Three:
Once you have started to gather information and uncovered the hot buttons you, use open leading questions to pin point specific areas that you want to explo
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
re, exploit or lead the prospect into. Again, during Step 3, do not use closed questions.
Step Four:
Now you summarise using their words and information, so as to get their commitment of your understanding of the situation or their needs. You then wait for the commitment and go back to Step One.
Summary:
Questioning using the funnel tech
Step Four:
Now you summarise using their words and information, so as to get their commitment of your understanding of the situation or their needs. You then wait for the commitment and go back to Step One.
Summary:
Questioning using the funnel tech
.
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
ique is one of the most powerful selling tools available to you. The key to its success is to practice using it. First of all work on your open questions and then start to consciously differentiate between open neutral and open leading.
When you become skilful with this technique, selling becomes a lot easier, making small orders large orders is easier t
When you become skilful with this technique, selling becomes a lot easier, making small orders large orders is easier t
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
oo! You can make the prospect ask for the products or services you have to offer!
Just remember to ask... How, What, Why, Where, When, Who, Which!
You may also find my complimentary article, "The Exploratory Meeting - The Most Important Element Of The Entire Sales Cycle", helpful reading.
Copyright © 2006 Jonathan Farrington. All rights reserve
Just remember to ask... How, What, Why, Where, When, Who, Which!
You may also find my complimentary article, "The Exploratory Meeting - The Most Important Element Of The Entire Sales Cycle", helpful reading.
Copyright © 2006 Jonathan Farrington. All rights reserve
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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