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Useful Advices - Active Listening - A Key To Sales Success
Active listening is a two part process that builds trust in your prospects, customers or clients and helps them to become more focused and candid in their response to your questions. The followin
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
g list outlines the activities that make up active listening skills.
Phase I
• Give solid dominant eye contact (right eye) when your customer is speaking.
• Murmur a lot and nod your head to l
Phase I
• Give solid dominant eye contact (right eye) when your customer is speaking.
• Murmur a lot and nod your head to l
; 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
t prospects “hear and see” that you are listening.
• Ask the customer to clarify a point that is not understood or is of further interest.
Phase II
• Paraphrase back what you have heard your c
• Ask the customer to clarify a point that is not understood or is of further interest.
Phase II
• Paraphrase back what you have heard your c
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
stomer say
(NOTE: paraphrasing doesn’t mean you agree with what is said, it just lets your prospects know you heard what was said.)
• State your impressions or feelings from what has been said.
(NOTE: paraphrasing doesn’t mean you agree with what is said, it just lets your prospects know you heard what was said.)
• State your impressions or feelings from what has been said.
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
In one of the laboratories in Washington, D.C., there is a great magnifying glass that measures over three feet across. It's like the “sun glasses” we used to treasure when we were young. This g
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
eat glass gathers the rays of the sun and then focuses them to a single point in space a few feet below. That single spot is so hot that it can melt through a steel plate as easily as a red-hot n
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
eedle burns through paper. The terrific heat cannot be measured because it melts all instruments. It is just three feet of ordinary sunshine concentrated on a single point. Scattered, these rays
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
re hardly felt, perhaps just pleasantly warm; concentrated, they can melt the strongest of all metals.
This magnifying glass is an example of the power of focused concentration. It also suggests
This magnifying glass is an example of the power of focused concentration. It also suggests
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
to the serious sales professional a way to achieve the sales and cross-sales success you are seeking. If you want to improve any skill, including vital questioning and listening skills, you need
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
he power of focused concentration to help you improve these important selling activities.
Improvement is almost assured when you focus on an activity for a period of time. By making a skill a p
Improvement is almost assured when you focus on an activity for a period of time. By making a skill a p
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
iority and then setting aside some time to practice the technique each day, slowly you will burn the concept into your subconscious mind until you can perform it without even thinking about it (u
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
nconscious competence). Researchers tell us that it takes approximately 21 days to make or break a habit. Therefore, if you focus for about three weeks on your questioning and listening skills, y
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
u should be well on your way to developing some important and effective selling techniques.
Why not try focusing on your questioning or listening skills over the next three weeks. Set aside some
Why not try focusing on your questioning or listening skills over the next three weeks. Set aside some
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
time each day and then use some of the following activities to help you concentrate on improving your ability to learn more about your prospects, customers or clients.
1. Write down a series of
1. Write down a series of
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
uestions that could help you better execute a sales transaction. Place them in a notebook, on cards, or in your day planner for easy reference. If you are at a loss for words, glance down at thes
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
questions to put the sales process back on track.
2. In each sales transaction, consciously record the number of times you respond to a prospect’s question without first redirecting the questio
2. In each sales transaction, consciously record the number of times you respond to a prospect’s question without first redirecting the questio
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
n to learn more about your prospect's needs and mind set.
3. Practice questioning techniques on your family and friends. Consciously make an effort to improve your listening skills by practicing
3. Practice questioning techniques on your family and friends. Consciously make an effort to improve your listening skills by practicing
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
your questioning skills.
4. Ask co-workers to role-play with you so you can put into practice the questioning and listening techniques discussed in this training.
5. Using the list of questions
4. Ask co-workers to role-play with you so you can put into practice the questioning and listening techniques discussed in this training.
5. Using the list of questions
.
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
you have prepared, role-play in your mind how they might be used with a variety of customers. Think of customers that you have dealt with in the past and apply these principles with 20/20 hindsig
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. By examining what you could have said, follow this new script to its logical conclusion inside your mind. What better place is there for you to practice perfection than in your own imagination
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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