Tags |
|
|
Links |
|
|
Useful Advices - People Knowledge Your Number One Asset - Sales Training Volume 1
No matter what you are selling in today’s market place you will undoubtedly come across many different types of people. They will have v
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
arying backgrounds and come from all walks of life. Until you truly understand how to delve into each customers psyche your successes wi
; 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
ll be limited.
One of the biggest misconceptions in selling today is that product knowledge is your best asset. Now I must tell that I
One of the biggest misconceptions in selling today is that product knowledge is your best asset. Now I must tell that I
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
am not saying you do not need to know your product but if product knowledge is all you rely on and you first haven’t leaned your people
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
skills you are going to be very disappointed with your paychecks.
I will give you an example and I’m sure many of you have had similar
I will give you an example and I’m sure many of you have had similar
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
xperiences. Back in my days as a car salesman I used to hear several of the other sales people discussing all of the features of our li
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
ne of products not to mention many other makes and models Oh they could tell you what type of tires every model had and they could recit
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
e curb weight, towing capacity you name it. But guess what I out sold them all every month why? Because while they were busy learning ab
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
ut product I was busy learning about my customers.
You see inevitably a lot of prospects already have a very good understanding of your
You see inevitably a lot of prospects already have a very good understanding of your
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
product and what they don’t know I’m sure you are going to educate them but the first thing you need to do is to get to know them. Here
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
s a fact for you. All people make buying decisions based on emotion. You as a sales person can greatly appeal to these emotions by being
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
genuinely concerned about them. Remember I said genuinely nothing will turn off a perspective customer more than insincerity. You know
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
we have all met the disinterested sales person who you would never buy from.
I am going to tell you something that may leave some of yo
I am going to tell you something that may leave some of yo
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
scratching your head. Don’t try and sell your customer! That’s right I said don’t try and sell your customer. You may first want to exp
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
ress an interest in either their business or some personal interest you have discovered about the customer. Most people will be on their
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
guard when you make a sales call anyway by taking this approach you will catch your customer off guard and more times then not you will
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
totally disarm them. Your first job is to get to know your prospect...
Many of your sales will take more than one visit to close. If yo
Many of your sales will take more than one visit to close. If yo
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
u are not persistent and don’t do a good job of following up you are not going to make to many sales. I truly believe that if you treat
.
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
a customer right the first time they will remember you as the guy that didn’t press for the sale and be glad to see you again.
In the n
In the n
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
ext volume I will discuss some techniques for “Not trying to sell your customer” and still getting them to warm up to you. Happy selling
tion in industry events and feedback to regulatory authorities would be able to face the challenges and will be successful in developing combination products
HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.usefuladvices.org.ua/article/39762/usefuladvices-People-Knowledge-Your-Number-One-Asset--Sales-Training-Volume-1.html">People Knowledge Your Number One Asset - Sales Training Volume 1</a>
BB link (for phorums):
[url=http://www.usefuladvices.org.ua/article/39762/usefuladvices-People-Knowledge-Your-Number-One-Asset--Sales-Training-Volume-1.html]People Knowledge Your Number One Asset - Sales Training Volume 1[/url]
Related Articles:
Five Keys to UNFORGETTABLE Phone Service
Project Management - Begin With the End in Mind
Did You Know That Even TV Remote Control Units Can Get Press and Media Coverage?
Bookmark it:
|