Useful Advices - Business

Closing skills will be a great persuasive tool to get under your belt, and the sooner you do so the better. Remember, as the salesperson—whether you’re selling a product or trying to get your teenager to understand your point of view—you are in an advisory role. You

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

are your prospect’s advocate. The more you can operate in her/his best interest, the more s/he will sense this and agree to your input. The closing skills you have learned in this chapter will help you to persuade more effectively. Now, knowing the process, you wil

; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.

Examples of combination products may in

l understand what is happening each step of the way and you will intuitively recognize where to guide your prospect. When you get these skills down, you will be pleasantly surprised that effective persuasion is an easy, fun and natural process.

In the beginning, yo

lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.

will experience moments of awkwardness when you forget exactly what to say or do. There will also be times when your prospects will throw you for a loop and you won’t remember how to respond. When this happens, don’t be too hard on yourself. As time goes on, you’ll

here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe

experience a natural learning curve. Just make note of areas you’d like to strengthen and work on them along the way. This kind of conscientious attention will soon help you hone and polish your selling abilities. After every sales attempt, take the time to analyze

d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.

Combination pro

the situation. What did you do well? What could you have done better?

1. Direct close—Simply ask for the sale. “Shall we get the process going for you?” “Sounds like a great fit! Are you ready to move forward?” “Let’s get the ball rolling, OK?”

2. Assumption close

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

—Rather than ask if your prospect wants to move forward or not, assume the sale and give her/him a choice of one option or another. This closing technique solidifies the sale. For example, “Would you like the blue or the green?” “Do you want it delivered, or will yo

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

be picking it up?” “Will that be cash or charge?”

3. Take-away close—When your prospect hesitates, say, “Just a minute—let me make sure we have this in your size.” “Let me see if we have this item in stock.” “Let me check with my manager.” “This product is not app

nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically

ropriate for you.” Closing strategies like these create the impulse to move ahead with the purchase so your prospects don’t forfeit their opportunity.

4. Summary close—Restate the list of benefits your prospects have cited as important to them and list them in orde

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

of priority. This closing strategy confirms and validates in your prospect’s mind all the valid reasons for the purchase. It also shows your prospect that you have been attentive and understand her/his needs.

5. Puppy-dog close—Let your prospects touch, taste, fee

ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi

l and experience the product or service as much as possible. Put them in the actual situation, either literally or through helping them create a vivid imaginary experience. This closing strategy helps the prospect become attached.

6. Pro–con close—Walk the prospect

ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.

Following aspects would a

through the thinking process. On a piece of paper, draw a line down the middle and write down factors that help your prospects compare and contrast how many more pros your product has than cons. This closing strategy is excellent for analytical personalities.

7. O

dd to the challenges in developing combination products:

Which markets to tap where the combination products can do fairly well?
Which combination prod

der-sheet close—Fill in the order sheet from the start of the conversation. This closing strategy reinforces a subconscious commitment on your prospects’ part. If they hesitate, explain that the form just helps you get all the details. In completing the form, be cle

cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin

ar on what your prospects are looking for. Assure them that if they aren’t ready to make a decision, the order form will not be processed.

8. The relevant-story close—People think in terms of stories. Relate to your prospects the experience of another client in a s

tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen

milar situation who moved forward and was very happy with her/his decision. This closing strategy also works in the reverse: someone who did not purchase and later regretted it.

9. Ascending close—Pose a series of questions to your prospects that will all elicit a

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

“yes” response and lead to the point of purchase as the obvious step to take. This closing strategy reinforces subconscious affirmation of the product’s benefits and ability to meet your prospects’ needs. “Yeses” increase desire, while “nos” decrease desire.

10. Re

ping new procedures for reviewing their safety, efficacy and quality.

Professional from academic institutions, pharmaceutical industries, health care indust

uce-to-the-ridiculous close—Break down your product’s costs into minute units: “For a mere 22 cents a day, you can enjoy the benefits of our product.” “You can change your life by investing only 50 cents a day.”

11. Real-reason close—After you have tried everything

y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products

, thank your prospects for their time. They will then sense that the exchange is ending, so their resistance will subside. Ask your prospect something like this: “Mr. Smith, I tried to present the information the best I knew how. What is the real reason you did not

.

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

uy today?” After receiving an answer, see if you can address the concern and re-close.

Last but not least, remember that in this process, everyone wins. Salespeople are what make the world turn. You will often be the one who nudges a person just enough so that s/he

elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.

Companies that provide selfless information through particip

’ll take action. There are countless things that would remain undone if it were not for a sales rep’s guidance and instruction. In the end, your prospect is happy because you gave her/him the courage to act, and you’re happy because you know you’ve made a difference

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/39785/usefuladvices-Closing-Techniques-to-Make-You-More-Money.html">Closing Techniques to Make You More Money</a>

BB link (for phorums):
[url=http://www.usefuladvices.org.ua/article/39785/usefuladvices-Closing-Techniques-to-Make-You-More-Money.html]Closing Techniques to Make You More Money[/url]

More companies now use phone screening for employment. This is done to trim down the number of applicants and determine who are really qualified for the next process which is the face-to-face interview. So, if you are one of these candidates, it will give you the edge if you plan and prepare before you begin to send out your resume and receive that unexpected call. You won't have a clue as to when that phone will ring so here are some steps that you can do when preparing for that phone screening for employment.

Employee theft is a very common crime that is not even regarded as a crime by most people who commit it. The taking of the odd pen or few sheets of paper home is regarded as many as being a right rather than as a crime, and it is something that even the most senior of managers are guilty of.

It occurred to me after hanging up the telephone that I was on sales mode during my call with my ten year old grand daughter. I was later talking with my wife at dinner. The results of each conversation are the sales lessons of this article.

Tags

Links

Useful Advices - Closing Techniques to Make You More Money

Related Articles: