Tags |
|
|
Links |
|
|
Useful Advices - The Sales Training Series: Sell Yourself Before You Sell Your Company
Research has proven that customers make five major buying decisions in the course of any major purchase. These decisions are always made in the same order. The first is whether
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
to “buy” the salesperson—you. The second is whether to “buy” your company. Only after those two decisions are made will the customer seriously consider whether to buy your produc
; 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
s.
This means that you need to sell yourself to the customer—by building rapport while conducting a good needs assessment—before you begin to sell your company and its capabiliti
This means that you need to sell yourself to the customer—by building rapport while conducting a good needs assessment—before you begin to sell your company and its capabiliti
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
s. Not coincidentally, that needs assessment will also allow you to sell your company far more successfully. Why? Because you must first understand your customer’s needs, befor
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 you can answer the customer’s most important question about your company.
You must understand the customer’s needs before you can effectively sell your company.
In deciding wh
You must understand the customer’s needs before you can effectively sell your company.
In deciding wh
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
ther to do business with you, customers have three basic questions about your company:
1. What does it do?
2. What is it known for?
3. Is your company a good match for
1. What does it do?
2. What is it known for?
3. Is your company a good match for
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
ine?
The first two questions usually can be answered with a rehearsed presentation that explains what your company does and the benefits that other clients have gained from doing
The first two questions usually can be answered with a rehearsed presentation that explains what your company does and the benefits that other clients have gained from doing
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
business with you.
The third question is most important, however, and you cannot answer it with a generic presentation that relies on standard information. To persuade customer
The third question is most important, however, and you cannot answer it with a generic presentation that relies on standard information. To persuade customer
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
that your company is a good match for theirs, you must tailor your answer to their specific needs.
The best way to do this is to tie your company presentation directly to needs
The best way to do this is to tie your company presentation directly to needs
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
hat you uncovered earlier in the sales call. You thus are able to present your company’s capabilities as solutions to the customer’s key problems and opportunities.
For Example:
For Example:
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
“You told me earlier that service from your current supplier is taking more than 24 hours and that this causes you problems meeting your production goals. We would be a good mat
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
ch for you because our service response averages less than four hours. With our company handling your service you will find it far easier to achieve your goals.”
“Are we a good
“Are we a good
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
atch?” is every customer’s most important question about your company. You cannot answer it before you have uncovered, understood, and agreed upon the customer’s needs. “Sell yo
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
rself” first by demonstrating that you care about those needs. You’ll be amazed at how much more effectively you can then sell your company.
In The Field:
If you are in a commo
In The Field:
If you are in a commo
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
dity business and competing with rivals who sell on price alone, it is especially vital to tell your customers a powerful “company story” that explains why they should do business
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
with you. For National Camera Exchange, which competes in the commodity-oriented business of photographic equipment, differentiating itself from the myriad of price-only supplier
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
is a daily challenge.
National Camera’s added-value proposition lies in the expertise and consulting skills of its sales force. Its equation for success or failure is simple: I
National Camera’s added-value proposition lies in the expertise and consulting skills of its sales force. Its equation for success or failure is simple: I
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
f the story of that consulting capability isn’t told effectively, the company loses to lower-priced competitors. Sales and training manager Sean Morgan says that an Action Sellin
.
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
sales training program made a world of difference. “Since more of our salespeople are telling our company story, we are posting higher numbers, and they look less like a roller
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
oaster,” Morgan said. “When the customer needs an education on camera equipment, it is critical to sales success to show them how National Camera is a good match for their needs.
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/39889/usefuladvices-The-Sales-Training-Series-Sell-Yourself-Before-You-Sell-Your-Company.html">The Sales Training Series: Sell Yourself Before You Sell Your Company</a>
BB link (for phorums):
[url=http://www.usefuladvices.org.ua/article/39889/usefuladvices-The-Sales-Training-Series-Sell-Yourself-Before-You-Sell-Your-Company.html]The Sales Training Series: Sell Yourself Before You Sell Your Company[/url]
Related Articles:
On Being YOU In Your Marketing
What Must Be Included in Pharmaceutical Sales Job Cover Letters
Bookmark it:
|