Useful Advices - Business

Do a search on sales techniques and you get over forty million pages, search for sales tips and the result is over fifty five million, selling techniques, te

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

n million. You have access to more information at the touch of a mouse than ever before. Go ahead; check it out, closing techniques, presentation techniques,

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

Examples of combination products may in

sales skills, the list goes on and on.

But what ever happened to you being you? Have you been listening to all of the gurus telling you that “you need an e

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

levator pitch” or “buy my selling system system”. When did selling go from an exchange between like minded people to a system?

Remember when you were just s

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

tarting your sales career and all you had to go on was gut instinct and the belief that doing unto others was all the sales technique you needed? Where exact

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

Combination pro

y did you lose that? Was it on the redeye to Cleveland back in 1994 or was it when you got stuck working the booth at some nameless convention in Vegas?

Sal

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

es techniques and selling skills are great and you should learn as much as you can but you should also focus on what makes you a decent person because that a

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

bove all else is what sells. Remember, it wasn’t the latest and greatest from Dale Carnegie that got Bobby Smith to trade you his Jordan rookie card for a ca

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

ndy bar, it was your ability to convince him that it was a good deal for the both of you.

If you think about the last time you yourself felt like you were b

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

eing sold you will know what I mean. Didn’t it just irk you to feel that someone didn’t care about your sales relationship enough to at least customize it to

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

your circumstance? You could tell it was the same sales pitch and same sales techniques they used on everyone that day, that week, that month.

Now, go back

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

Following aspects would a

and think about your last sales pitch or presentation or whatever your company happens to call it because lets face it, we aren’t happy unless we are putting

dd to the challenges in developing combination products:

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

spin on something. How did you come across to your prospect? Did you bother to ask? Did you care? One of the smartest people I ever had the pleasure of meet

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

ing said that selling is a vindication of yourself, it’s never about the product or service. If someone is willing to buy what you are selling it means you h

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

ave sold yourself.

And that’s what’s wrong with sales techniques and selling skills today. They no longer include the human element, the trust factor that i

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

the bedrock to any sales or selling relationship.

How do we get our MoJo back?

Let’s consider Bobby Smith and the Jordan rookie card for a moment. What sa

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

Professional from academic institutions, pharmaceutical industries, health care indust

les technique did you use to make that deal? Do you remember? Well, I’ll tell you. Each of you came away from the negotiation feeling like you won and that i

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

s without a question the key to any sales process. Making the other guy feel like they got a good deal. You don’t need Zig Ziglar or Tony Robbins or even me.

.

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

What you need is a good old fashion sales technique called WIN WIN.

I am not endorsing a complete abandonment of sales techniques or selling skills because

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

Companies that provide selfless information through particip

not everyone is Bobby Smith, but if you aren’t hitting the numbers you used to now may be a good time to stop being a salesperson and just be a person again

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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Useful Advices - Sales Techniques & The Death Of The Sales Call

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