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Useful Advices - 1 in 25 Sales Professionals Will Be Shocked to Hear This!
There are a few sales professionals that really “get” the power behind this priceless insight. Others completely miss the significance or undervalue the power behind it.
Hopefully, you are the one who “gets” it and your competitors a
Hopefully, you are the one who “gets” it and your competitors a
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
re the ones to remain ignorant of this gem of thought.
Those who know this shocking truth close lucrative contracts by regularly conducting meetings with THE decision makers. Those who don’t know this regularly conduct meetings with
Those who know this shocking truth close lucrative contracts by regularly conducting meetings with THE decision makers. Those who don’t know this regularly conduct meetings with
; 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
ow-level decision-makers.
What’s the difference between the two? Mindset. There are those who believe they can and those who believe they can. Both are right.
That thought, as valuable as gold, can be unearthed in the telling of thi
What’s the difference between the two? Mindset. There are those who believe they can and those who believe they can. Both are right.
That thought, as valuable as gold, can be unearthed in the telling of thi
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
story.
During coaching call sessions, I make the “mindset” point by sharing this slice of life vignette with clients ...
A while back my favorite FAX machine of all time broke. I wanted another one just like it and went through qui
During coaching call sessions, I make the “mindset” point by sharing this slice of life vignette with clients ...
A while back my favorite FAX machine of all time broke. I wanted another one just like it and went through qui
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
e a bit of effort to contact the manufacturer to order another.
After 45 minutes of stumbling around, asking questions, and failing to fulfill my order, the company’s customer service representative (there’s an oxymoron) said it coul
After 45 minutes of stumbling around, asking questions, and failing to fulfill my order, the company’s customer service representative (there’s an oxymoron) said it coul
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
n’t be done.
I thanked her for her time and asked for my call to be elevated to her supervisor or manager.
To which her response was, “I’m it. I’m the highest person you’re going to get to in this company!”
My response was to thank
I thanked her for her time and asked for my call to be elevated to her supervisor or manager.
To which her response was, “I’m it. I’m the highest person you’re going to get to in this company!”
My response was to thank
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
her again and to get off of the phone. The next stop, Tokyo.
After taking a few minutes to surf the Internet, capturing the contact information of the President of the company, and realizing he was based several time zones away, in T
After taking a few minutes to surf the Internet, capturing the contact information of the President of the company, and realizing he was based several time zones away, in T
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
okyo, I opted to send a brief email to his attention. The email read:
“After dialing 800-xxx-xxxx and spending 45-minutes with the customer service representative trying to order a fax machine from your company, I was unable to do so
“After dialing 800-xxx-xxxx and spending 45-minutes with the customer service representative trying to order a fax machine from your company, I was unable to do so
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
If this were my company I’d want to know about this scenario. Knew you would want to know too.”
Within 48 hours of hitting the “send button” two new FAX machines were sitting in front of the office door. The Regional Director of sai
Within 48 hours of hitting the “send button” two new FAX machines were sitting in front of the office door. The Regional Director of sai
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
company called me personally to advise that all customer service reps were being retrained, and to quickly ask what were the top three areas of mistreatment that I had received—so those areas could be addressed.
What does this have
What does this have
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
o do with a huge insight that, when embraced, will absolutely, positively, no-doubt-about-it, leverage your selling time into exponential increases in sales and income?
Pay close attention.
Your attitude and your beliefs make all th
Pay close attention.
Your attitude and your beliefs make all th
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
difference in the world. You belong at the top. Your time is valuable. Your concerns are most efficiently and effectively leveraged by the top decision-makers.
Most of the sales professionals who hear this story laughingly say, “I w
Most of the sales professionals who hear this story laughingly say, “I w
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
uld have told that customer services rep ‘what for’, and would have demanded to talk to her boss.”
And shake their heads in disbelief, “No president is interested in that kind of little issue.”
The most successful sales pros, shake
The most successful sales pros, shake
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
heir heads and add …. “Company Presidents worth their sales are most definitely interested in identifying and finding solutions to problems. In fact those two things make up almost their entire job descriptions!”
Besides that, the su
Besides that, the su
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
ccessful sales pros continue, “The other meaningful information you’re missing is … how much of your valuable selling time is spent with low level decision makers such as the customer service representative. Why on earth would you con
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
inue to waste your time with someone who has no interest or ability to resolve the problem? That’s a waste of time that you could be selling.”
Could anyone have contacted the President with valuable information? Absolutely.
How many
Could anyone have contacted the President with valuable information? Absolutely.
How many
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
people actually do?
Was there a payoff for cutting the call with the representative short and going straight to the top decsion-makers? You bet. The problem was quickly resolved, I got more than I expected, and my time was free to sp
Was there a payoff for cutting the call with the representative short and going straight to the top decsion-makers? You bet. The problem was quickly resolved, I got more than I expected, and my time was free to sp
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
nd elsewhere.
That’s the way it is when you meet with THE decision makers. Incredibly fast, over and above what you would have expected, handled quickly.
How much more interested are company Presidents going to be in your products a
That’s the way it is when you meet with THE decision makers. Incredibly fast, over and above what you would have expected, handled quickly.
How much more interested are company Presidents going to be in your products a
.
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
d services, solutions you bring to their other business problems?
Very few sales professionals take advantage of these nuggets of business wisdom because it is not within their realm of possibilities that such a meeting could actuall
Very few sales professionals take advantage of these nuggets of business wisdom because it is not within their realm of possibilities that such a meeting could actuall
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
occur. They never recognize when the “No” begins in their own minds.
Take care so that your thoughts don’t paralyze your actions. Know you belong at the top and be one of the few who successfully sell throughout the executive suites
Take care so that your thoughts don’t paralyze your actions. Know you belong at the top and be one of the few who successfully sell throughout the executive suites
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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