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Useful Advices - Comments Salespeople Hate Hearing / Part 2
There are several comments that salespeople hate hearing from their prospects. I'm just looking is just one of the
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
m. It creates a sense of panic in the minds of thousands of salespeople every single day.
If you sell for a living in any type of
If you sell for a living in any type of
; 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
retail environment you have heard it said countless times, haven't you? As a salesperson, sales manager and trainer with over 35 ye
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
ars experience, it amazes me how often I've witnessed salespeople hear this comment. They all hate hearing it, yet they keep inviti
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
ng it, customer after customer by making a huge mistake right at the point of initial contact with their fresh prospect.
Before I
Before I
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
explain my comment about 'inviting' the statement, let me explain why I'm just looking is the last thing a salespe
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
rson wants to hear when greeting a customer. The comment creates a serious threat to the relationship or rapport building that you
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
must establish to help put your sale together. It allows only two courses of action for the salesperson to take and both lead away
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
from the sale.
If the statement is accepted at face value, the salesperson will usually hand over a business card (or not), diseng
If the statement is accepted at face value, the salesperson will usually hand over a business card (or not), diseng
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
age and scurry for cover. The prospect will then usually linger for a few moments and head out the door, still looking. Often he or
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
she will be looking for a more masterful salesperson.
If the statement is thought of as a simple throwaway comment, it will almos
If the statement is thought of as a simple throwaway comment, it will almos
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
t certainly be ignored by the salesperson who will then try to begin to qualify in some manner. This can easily be seen as extremel
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
y rude and 'pushy stereotypical sales behavior' which is not likely a relationship builder, right?
Ok, we see the problem when the
Ok, we see the problem when 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
statement is uttered but what made me suggest that salespeople usually invite it? The comment comes after the typical less than ef
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
fective Can I help you? greeting used by your average salesperson.
If you're lucky, you
If you're lucky, you
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
will hear I'm just looking with that greeting. Often, you will just hear No and where do you go
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
after hearing that? The greeting is such an important part of the selling experience. Don't blow it by using the dumbest greeting i
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
n the industry.
Asking yes or no questions can and does destroy selling opportunities hundreds of times
Asking yes or no questions can and does destroy selling opportunities hundreds of times
.
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
everyday.
There are masterful greetings available as well as powerful strategies for winning over fear laddened prospects. Just on
There are masterful greetings available as well as powerful strategies for winning over fear laddened prospects. Just on
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 final thought, if I may. Of course the prospect is looking, otherwise he or she wouldn't be in you place of business, would they?
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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