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Useful Advices - The Sales Training Series: The Right Way To Sell
How Will This Buying Decision Be Made?
Three-quarters of the secret to professional, strategic selling boils down to asking the B
Three-quarters of the secret to professional, strategic selling boils down to asking the B
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
est Questions and listening carefully to the answers. Most of the Best Questions have to do with uncovering the crucial, underlyi
; 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
g needs your products or services might serve. But you also must know how to sell to a particular account. Using the same strate
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
gy for all customers is a big mistake. The issue is: how do you compete for this customer's business?
How do you know the right
How do you know the right
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
ay to sell a customer? You ask.
For instance, you need to know when to time your sales calls, who to call on, what to present to
For instance, you need to know when to time your sales calls, who to call on, what to present to
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
each individual or group who will influence the buying decision, and how the decision ultimately will be made. How do you learn a
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
ll of this? You learn these answers by asking questions early in the game.
Competition: Whom are you competing against for this
Competition: Whom are you competing against for this
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
ale? Once you know, you can ask targeted questions to draw out specific needs that you can resolve but your competitors can't. A
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
d when presenting features and benefits of your products, you can lead with your specific competitive strengths.
Time Frame: When
Time Frame: When
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
does the customer expect to make a buying decision? More importantly, when does the customer want to begin to reap the benefits
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
xpected from the purchase?
Buying Influences: Who controls the budget? Who analyzes the technical aspects of your product? Who
Buying Influences: Who controls the budget? Who analyzes the technical aspects of your product? Who
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
ill be responsible for making your product work correctly in the organization? This information tells you which features and bene
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
fits to stress to which audience.
Buying Process: How will the buying decision actually be made? Who must be "sold" before the t
Buying Process: How will the buying decision actually be made? Who must be "sold" before the t
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
ansaction can be completed? Which criteria will be most important in the decision?
By getting clear answers to these questions e
By getting clear answers to these questions e
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
rly in the process, you can develop a strategy that will shorten your sell cycle, allow you to anticipate and defuse objections th
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
at otherwise would arise later, and make a lot more sales.
In The Field:
Veteran salespeople are often astonished (and a bit emb
In The Field:
Veteran salespeople are often astonished (and a bit emb
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
rrassed) by the brave new world that opens up to them after they learn to ask the Best Questions.
The day after an Action Selling
The day after an Action Selling
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
Sales Training Workshop at Eaton Cutler-Hammer, the southern regional sales manager received an excited voicemail message from one
.
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
of his account executives.
"I put one of the selling techniques of Action Selling to work today on a sales call and was amazed,"
"I put one of the selling techniques of Action Selling to work today on a sales call and was amazed,"
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
said the account exec. "By knowing how to ask the Best Questions, I uncovered additional opportunities that I never knew existed!
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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