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Useful Advices - Fast Track Yourself To Sales Success - Busting Sales Loser Beliefs
In my life I have the joy and pleasure of helping others to achieve their goals and ambitions. I regularly get calls from people who have attended one of my seminars or who have bought one of my products telling me that they have doubled or trebled their sales. Whilst this is personally gratifying I have long wondered
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
what it is that actually changes for these individuals that propels them to get these phenomenal results…
As many of my seminars are purely mindset / motivation based it’s not the skills (important as they are) so it has to be some element of mindset, but what?
What is that empowers some individuals to walk out and
As many of my seminars are purely mindset / motivation based it’s not the skills (important as they are) so it has to be some element of mindset, but what?
What is that empowers some individuals to walk out and
; 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
double their sales virtually over night?
My opinion is that the ones who get the instantaneous results are the ones who manage to locate and destroy sales loser beliefs that are holding them back from what they want to achieve. This 10-step exercise will help you to find and remove any limiting beliefs that are s
My opinion is that the ones who get the instantaneous results are the ones who manage to locate and destroy sales loser beliefs that are holding them back from what they want to achieve. This 10-step exercise will help you to find and remove any limiting beliefs that are s
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
opping you from achieving the success that you deserve….
1. Consider different sales situations e.g. cold calling, presenting, negotiation…
Think about your job on a day to day, week to week and month to month basis. Think about different sales situations that you get involved in, particularly ones which you may fin
1. Consider different sales situations e.g. cold calling, presenting, negotiation…
Think about your job on a day to day, week to week and month to month basis. Think about different sales situations that you get involved in, particularly ones which you may fin
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
difficult or
challenging. Examples might include cold calling, making sales presentations, negotiating, closing, prospecting, dealing with awkward customers, managing service level issues, handling
complaints, fielding sales objections…
2. “What emotions do you experience?”
Get in touch with how you really feel
2. “What emotions do you experience?”
Get in touch with how you really feel
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
about these situations. If you feel bad it will effect your approach, pace, tone, pitch, words, body language and therefore the results that you get. Our
society is focused on repressing emotions and managing behaviours but ultimately your behaviour will stem from your emotion so it’s important that you reclaim this
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
valuable information.
3. Does this support or limit me? Help or hinder me? Drive success or failure?
Is this emotion useful in this situation? If you’re walking into a major negotiation and you feel scared is that the emotion that you’d like? If you need to cold call and you feel nervous or devalued does that help
3. Does this support or limit me? Help or hinder me? Drive success or failure?
Is this emotion useful in this situation? If you’re walking into a major negotiation and you feel scared is that the emotion that you’d like? If you need to cold call and you feel nervous or devalued does that help
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
? Not likely. Be as honest as you can be here. Everyone experiences unresourceful emotions from time to time. The question should not be whether you do or not but
whether you do anything about it or not!
4. “What do I believe that causes me to feel this way?”
Our emotions are mostly driven by our beliefs about a s
4. “What do I believe that causes me to feel this way?”
Our emotions are mostly driven by our beliefs about a s
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
tuation. Two salespeople in the same situation will often feel entirely differently. This is down to their beliefs about that situation.
If sales person 1 thinks that their product is too expensive, when the client says, “It’s very expensive!” they’re likely to think, “Damn it! I knew it!” They’ll probably get depre
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
sed and
either walk away or give away their product.
If sales person 2 thinks their product is absolutely worth the money and the client says, “It’s very expensive!” they’re likely to think, “Yeah! But it’s worth it!” and set about asking questions to start to build up the value again in relation to the client’s
If sales person 2 thinks their product is absolutely worth the money and the client says, “It’s very expensive!” they’re likely to think, “Yeah! But it’s worth it!” and set about asking questions to start to build up the value again in relation to the client’s
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
usiness situation.
5. Is this true? Is this absolutely true?
Most of us see our beliefs as reality so once you capture this little bug you need to question it’s reality by asking whether it’s true or not. Often you’ll get the answer that it is true so keep asking yourself over and over and ask like you mean to get
5. Is this true? Is this absolutely true?
Most of us see our beliefs as reality so once you capture this little bug you need to question it’s reality by asking whether it’s true or not. Often you’ll get the answer that it is true so keep asking yourself over and over and ask like you mean to get
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
n answer. If it’s not absolutely true then chances are it’s a belief.
6. Has there ever been a time when this wasn’t true?
Your objective now is to find just one time that this wasn’t true. If you can, it’s a belief. Let’s say for example that you believe that cold calling is a waste of time. This belief might well
6. Has there ever been a time when this wasn’t true?
Your objective now is to find just one time that this wasn’t true. If you can, it’s a belief. Let’s say for example that you believe that cold calling is a waste of time. This belief might well
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
cause you to feel unmotivated and down when forced into cold calling. Ask yourself if there has ever been a time when this wasn’t true? One time when either you or someone else got
something out of cold calling? If there has then it’s a belief and not a reality.
7. Would a sales superstar believe this?
Still strug
7. Would a sales superstar believe this?
Still strug
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
ling to shake the little critter? Try an out of body experience…. Imagine the best salesperson you can envisage standing next to you. Would they believe this to be true? When
negotiating some people are consistently more successful than others when defending revenues and profits. Much of the reason for this is down
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
to belief.
Try spending some time with the best negotiator you can find and elicit their beliefs. Next time you enter a situation and you find yourself thinking, “We’re going to have to offer X here to get this?” try asking yourself if your sales superstar would truly believe this? If they wouldn’t, what would they
Try spending some time with the best negotiator you can find and elicit their beliefs. Next time you enter a situation and you find yourself thinking, “We’re going to have to offer X here to get this?” try asking yourself if your sales superstar would truly believe this? If they wouldn’t, what would they
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
elieve?
8. What’s it costing me to believe this?
One powerful way of getting leverage on yourself is to work out the cost to yourself of holding your belief. I once worked with a chap who believed that selling at a 20% margin was the most that he could ethically commit to. After considering his ethical reasons we
8. What’s it costing me to believe this?
One powerful way of getting leverage on yourself is to work out the cost to yourself of holding your belief. I once worked with a chap who believed that selling at a 20% margin was the most that he could ethically commit to. After considering his ethical reasons we
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
tudied the performance of the rest of his team who were selling at 25-30% margin. We calculated the personal
financial cost to him of this lost commission over 6 months, 12 months and 10 years! When he realised that 10 years of holding this belief would cost him a villa in Spain he was far
more willing to let it go
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
What is your belief costing you… personally, financially, emotionally and spiritually?
9. What evidence contradicts this?
Search for evidence to contradict your beliefs. Most people spend most of their lives collating evidence to support their beliefs. This is fine if they’re superstar beliefs but totally unprod
.
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
ctive when they’re not. Find people who don’t believe the same as you. Study top performers. Listen to clients. Create your own loser belief rebuttal programme. The more evidence that you
have to contradict a belief, the easier it is to let it go.
10. How would I benefit by letting this go now?
Consider what you c
10. How would I benefit by letting this go now?
Consider what you c
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
uld achieve by letting your belief go now and adopting a sales superstar belief. How will it benefit you financially and personally? How will you benefit in your career?
How will others see you? What will it do for your relationships? Your morale? And your long-term health? What about your security and your happiness
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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