Tags |
|
|
Links |
|
|
Useful Advices - Are You Believable? Most Salespeople Aren't
Ask just about anyone, and the “believability score” for salespeople as a group-unfortunately-would rank right down there with most types
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
of advertising, the contractor who says he'll get back to you with a bid, and most politicians.
We're a nation of skeptics. Which is co
We're a nation of skeptics. Which is co
; 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
tradictory to the way we try to raise kids. We teach them to not lie, yet they learn that many messages they're exposed to can't really b
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
trusted.
I constantly hear phrases and claims from salespeople that cause the Bart Simpson-like response, “Yeah, right,” or are just pl
I constantly hear phrases and claims from salespeople that cause the Bart Simpson-like response, “Yeah, right,” or are just pl
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
ain meaningless to the listener. Not only do these eat away valuable time on a call, they also chip at a salesperson's credibility.
What
What
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
to Do
Purge puffed-up phrases from your sales vocabulary, and replace them with specific action-oriented, results-type statements.
For
Purge puffed-up phrases from your sales vocabulary, and replace them with specific action-oriented, results-type statements.
For
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
xample, instead of “We're committed to excellence,” explain the excellence:
“We check every order three times to minimize errors.”
Ins
Ins
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
tead of, “We're service oriented,” describe how:
“When you call with a question or problem, you dial the direct line of your own custom
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
r service rep who knows your account. You won't be bounced around between departments or have to deal with voice mail systems.
Here's on
Here's on
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
of my favorites. “We're the most respected name in the _____ business.” What a pompous, self-serving, vain, and probably delusional, cla
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
m that is! Reminds me of the old Stuart Smalley routine from Saturday Night Live: “And doggone it, people like me!” When I hear the “most
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
respected” claim, I laugh inside and think, “By whom, yourself?” If you want to establish your credibility among your peers or in the 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
ketplace, be able to back it up.
For example, “We were voted the number one provider of widget cleaning services, according to Widget We
For example, “We were voted the number one provider of widget cleaning services, according to Widget We
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
kly Magazine.”
And how many minutes have gone by since hearing “cost-effective”? Can anyone, anywhere give me a situation where a listen
And how many minutes have gone by since hearing “cost-effective”? Can anyone, anywhere give me a situation where a listen
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
er heard that term and said, “Oh, you're cost-effective? Wow! That's what we're looking for, since the vendor we're using now is cost-use
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
ess. Sign me up!”
Again, give examples. I guess “cost-effective” means that buyers get a return for their money. So describe the return
Again, give examples. I guess “cost-effective” means that buyers get a return for their money. So describe the return
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
n a way they can understand it, instantly: “With this new process, you'll immediately eliminate the extra hours it's now taking you to pe
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
rform the sorting task by hand. Based on what you told me, that will come to over $200 per month. You'll get your initial cost back in ju
.
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
t six months.”
The theory I'm hammering home here is nothing more than substantiating your statements. Tell them what you'll do, then gi
The theory I'm hammering home here is nothing more than substantiating your statements. Tell them what you'll do, then gi
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
e facts to support the claim. And the more customized you tailor the statement to the prospect or customer, the more successful you'll be
tion in industry events and feedback to regulatory authorities would be able to face the challenges and will be successful in developing combination products
HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.usefuladvices.org.ua/article/39072/usefuladvices-Are-You-Believable-Most-Salespeople-Arent.html">Are You Believable? Most Salespeople Aren't</a>
BB link (for phorums):
[url=http://www.usefuladvices.org.ua/article/39072/usefuladvices-Are-You-Believable-Most-Salespeople-Arent.html]Are You Believable? Most Salespeople Aren't[/url]
Related Articles:
What if There Were No Franchised Brands?
Who Do I Have To Kill To Get A Job?
7 Speaking Trends -- How to Make a Powerful Presentation Today
Bookmark it:
|