Useful Advices - Business

Now, all of my readers know by now that I am not a big fan of "closes", especially taken out of context. Everyone knows how I feel. You should b

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

e closing continuously from the time you meet someone, forever.

Now I am going to elaborate and incorporate a style in the process of continuou

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

Examples of combination products may in

ly closing... "The Assumptive Close".

Quite the contrary to popular belief, the assumptive close is not just about assuming the sale and going

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

or the paperwork. That is a small part of it. The real art of the assumptive close is to make EVERY WORD in your small talk and presentation imp

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

y that the sale is already done and that you are just discussing formalities. It is all about attitude.

I had the opportunity to call on a pote

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

Combination pro

tial client the other day and truly it wasn't whether they were going to do it but whether I had enough time in my busy schedule to accommodate

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

hem! I have mentioned before that sales professionals often invite me to make a sale with them and I thoroughly enjoy the occasional interactio

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

n. Well, on this particular occasion the prospect told me within minutes that they were shopping the product and I was lucky to come at this pa

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

ticular time. I did not take the bait! Quite the contrary. I politely informed them that since our company was the largest with the lowest rate

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

that we really didn't participate in that kind of business but I would certainly try and help them if I could. They then proceeded to tell me t

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

at I could take the information and come back at another time with the proposal. Again "The Specialist" didn't take the bait. I assured the pote

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

Following aspects would a

tial client that I could take care of everything in a few minutes IF I could help them. I then proceeded to present my proposal and informed the

dd to the challenges in developing combination products:

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

of what I expected of them, in fact I made a list of what I would need in order to make it happen for them.

The sale was done. There was reall

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

nothing else to talk about except small talk. Everything I did and said during that sales call was from beginning to end an assumptive closing

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

technique! If you noticed the sale was closed and I hadn't done any paperwork! In fact to show how powerful this technique is I informed them

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

didn't have time to finish but I would TRY and come back the next day. Well needless to say before I ate breakfast the next morning they were c

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

Professional from academic institutions, pharmaceutical industries, health care indust

lling me to see what time I was coming back and could I squeeze them in that day so they could enjoy the benefits of their product.

I don't thi

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

k I need to go any further! It is all about attitude! To be able to pull this off you really have to be a master of assuming you have made the

.

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

sale the minute you meet the people, and every word you say has to be pointed in that direction all the way through. That customer knew from my

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

Companies that provide selfless information through particip

ttitude that they would be doing business with "The Specialist".

Again this is just one technique in our wonderful profession.

"The Specialist

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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If we put the greatest business minds of our time together to build a brand new company, would it be one of the most successful companies ever? Or, would there be such a clash of egos that it would be doomed to failure.

The neglected side of sales- how to keep yourself organised through a simple easy to use and effective filing system so you can increase your productivity and earning power.

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Useful Advices - The Assumptive Close in Sales Training

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