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Useful Advices - The One-Call Close
The average successful salesperson visits each prospect 4.4 times, and their closing rates average 17 percent, or approximately 1 sale out of each 6 prospects.
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
That means they close one sale for every 26 visits.
What if you averaged only 2 visits per prospect and your closing rate did not change? Then, you would be cl
What if you averaged only 2 visits per prospect and your closing rate did not change? Then, you would be cl
; 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
osing 1 sale out of every 13 visits. At that rate, you should be able to double you sales and increase your income.
What if you closed about half of your sales
What if you closed about half of your sales
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
on the first visit, and the average number of visits dropped to 1.5 per prospect?
Why do most salespeople have to visit 6 prospects an average of 4.4 times in
Why do most salespeople have to visit 6 prospects an average of 4.4 times in
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
order make one sale? Simply because that is the way they learned how to sell. They can give you plenty of seemingly logical reasons why, in their market, with
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
their products and services, it has to be that way. But, does it?
Do you think that most prospects want to have multiple meetings in order to satisfy a need th
Do you think that most prospects want to have multiple meetings in order to satisfy a need th
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
at is important to them? Of course not. They want to buy what they need and want ASAP. All they really need to determine is:
- Whether your products 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
nd/or services will suit their requirements; and
Whether they can trust you and your company to reliably satisfy those requirements.
The l
The l
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
onger it takes for most prospects to reach that conclusion, the less likely they are to buy from you. So, it is imperative that you:
- Adjust your sel
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
ling process to focus on those two buying decision factors; and
Accomplish that in one or two visits.
The steps required to become an acco
The steps required to become an acco
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
mplished One-Call Closer are:
- Only visit with prospects that want the benefits of your type of products and/or services. That means you must learn ho
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
w to find them and make appointments with them.
Make mutual commitments to do business if you can meet each other’s Conditions of Satisfaction. That
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
is the first close.
. Establish a deep Relationship of Mutual Trust and Respect during the first twenty minutes of meeting with them. That is entirely
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
different from “building rapport.”
Be willing to disqualify (for now) any prospect that indicates that they will not buy immediately. Staying there a
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
nd continuing the sales process virtually guarantees that you will not make the sale now- nor in the future.
Determine the exact buying intentions of
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 prospect, and get another commitment to do business, if you can meet each other’s Conditions of Satisfaction.
Determine exactly what the prospects
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
Conditions of Satisfaction are and whether you can meet them.
Discuss every feature, benefit and detriment of your product or service with regard to
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
how it will affect the prospect’s needs. Exposing all detriments will eliminate almost all objections and ensure the prospect’s trust.
Close on every
.
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
point throughout the entire sales process.
This sales process can shorten sales cycles and increase closing rates. Salespeople that close most of th
This sales process can shorten sales cycles and increase closing rates. Salespeople that close most of th
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
eir sales in one visit– even in complex, High Tech and Major Account selling– typically have the highest closing averages.
©Jacques Werth. All rights reserved.
©Jacques Werth. All rights reserved.
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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