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Useful Advices - 7 Reasons Why Your Sales Results Suck: Part 3 & 4
REASON #3 - They try to sell what is already sold.
Selling a solution for a problem that the customer
Selling a solution for a problem that the customer
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
has called you for should be the easiest thing to do. After all, the customer wouldn't have called you
; 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
f they didn't want it done.
You can assume then that the only reason they would change their mind is s
You can assume then that the only reason they would change their mind is s
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
mething the tech said or did. What is it they are saying to screw it up? These techs feel they are 'edu
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
ating' customers when they explain a problem. What they are really doing is 'boring' them. Describe wha
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
t the parts do, not what they are.
Sell today - educate tomorrow!
REASON #4 - Creating problems with
Sell today - educate tomorrow!
REASON #4 - Creating problems with
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
o solution.
There have been many studies on creating dissonance with buyers to get them to act or purc
There have been many studies on creating dissonance with buyers to get them to act or purc
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
ase. In the contracting world this means finding and bringing problems to the client.
Creating dissona
Creating dissona
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
ce does work, however when creating or explaining problems the solution must IMMEDIATELY follow the exp
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
lanation of this trouble. Techs that suck explain the problem to the customer way too early before they
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
have found a solution or a price.
They babble on for seems like an eternity giving the client a FREE C
They babble on for seems like an eternity giving the client a FREE C
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
nsulting session before they have ever found or priced out a solutions for the client. In common terms,
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
the sales person becomes a pain in the a**.
You thought they were done talking? Not a chance! They the
You thought they were done talking? Not a chance! They the
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
n go into a diatribe about the lack of maintenance and all the problems with the system and then tell t
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
e customer they need to figure a price for all of this.
Usually they go out to the truck to gather all
Usually they go out to the truck to gather all
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
the pricing further creating dissonance without a solution until the client is driven to call another c
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
mpany in the phone book, usually while the tech is in the truck.
What happened to all the supposedly g
What happened to all the supposedly g
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
reat bonding that the sales person developed? Did you ever notice how the customer is somehow 'differen
.
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
' after you return with the prices in this scenario?
Don't describe the problem until you have priced
Don't describe the problem until you have priced
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
t first. Dissonance followed by solution immediately is indeed truly a solution that will create action
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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