Useful Advices - Business

With close to 30 years in sales, one common mistake that I continually observe is that many sales people consistently mak

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

e is to talk way too much. In trying to differentiate themselves from the competition, these sales people share a common

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

Examples of combination products may in

sales belief that talking to the prospect is a way to convince him or her of their product or service expertise. Unfortunately,

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

this places the focus on the sales person and not the needs of the prospect. Big Mistake!!

One of the quickest ways to c

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

hange this belief is to center on the customer’s needs. When the focus is on the customer, then the sales person can begin to fa

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

Combination pro

ilitate a dialogue. Through a series of open-ended questions, the future customer can share what the real needs are and more imp

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

ortantly what obstacles have prevented success.

These obstacles or what some may call pain is where selling success begins. By

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

identifying all the pain, the effective salesperson can begin to build a results based message by asking a question like: “I

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

I could help you overcome that obstacle, how would it make you feel?” A common response is “Great!” A follow-up question

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

might focus on the value such as “What would overcoming that obstacle be worth to you?” Fill in questions may include o

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

e to two words such as: “So….?”; And…?; “But…?”; What’s Important?” Again, these types of responses continue the focus on

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

Following aspects would a

the client and not on you, the salesperson.

As a dd to the challenges in developing combination products:

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

htm">small business coach, I suggest the following book: The S.P.I.N. Selling Fieldbook: Practical Tools, Methods, Exerci

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

es and Resources by Neil Rackham to learn how to develop or improve the sales skill of asking open ended questions. Good sal

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

es people know how to provide the right answers when prospects begin to ask their own questions to ease their now abvious pain.

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

Another strategy that I learned from one of my coaches to help you stop telling and start selling is to take a sheet of paper an

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

Professional from academic institutions, pharmaceutical industries, health care indust

d divide it into 4 columns. In the first column list what you sell; in the second column list the benefits of your product or se

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

rvice; in the third column list what makes you, your product or service unique; and in the last column write down the results fr

.

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

m using your products or services. So when you must talk, you will now be specific and focus on meeting the prospect’s needs.

<

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

Companies that provide selfless information through particip

b>Remember, if you are telling, you are ain't selling and are missing many additional opportunities for sales success

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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When was the last time you were hit by this potentially lethal weapon? How well have you prepared for the attack?

There is nothing quite like peer pressure to make a sales force manage itself. How can you unleash people’s competitiveness? One of the simplest and best ways is by posting sales results in places where everybody can see them, recommends Dr. Gary S. Goodman, Fortune 1000 consultant, top speaker, and best-selling author of 12 books, including HOW TO SELL LIKE A NATURAL BORN SALESPERSON and YOU CAN SELL ANYTHING BY TELEPHONE!

What is the current status of cold calling scripts and what does it mean to you? How to generate sales leads without the cold calling scripts.

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Useful Advices - Sales: Selling Success is All About You Not Telling

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