Useful Advices - Business

Last week, I received three calls from people, all appreciative that I support the values of 'our religion'. One

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

was a Born-Again Baptist, another was Mormon, and the third was Jewish. My response to each of them was the same:

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

Examples of combination products may in

I don't follow their religion.

It's true that being scrupulously honest, direct, and authentic in business deal

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

ings is an essential component of High Probability Selling. It's also true that this has nothing to do with relig

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

ion, and everything to do with utlizing a selling process that produces dramatic, positive results.

When I set o

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

Combination pro

t to determine how the top 1% of salespeople actually sell, I didn't start out looking for a totally honest selli

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

ng system. My sole intention in studying Top Performers was to ascertain what sets them apart. The most surprisin

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

g thing that I learned is that most top salespeople are scrupulously honest- it's how they 'do business'. The sta

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

tistics were too skewed to be coincidental.

Most people, regardless of their profession, don't understand the te

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

chnology of honesty. Most salespeople, however, do understand the technology of manipulation; it's how they learn

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

d to sell. Convincing, persuading, and all other forms of manipulation- what most salespeople are taught- create

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

Following aspects would a

resistance, a natural barrier to closing a sale.

Top salespeople, on the other hand, have mastered the technolog

dd to the challenges in developing combination products:

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

y of honesty. It's what works best. Honesty is not an abstract ideal- it's an imperative for successful selling a

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

nd business transactions. That's why we teach it in High Probability Selling.

The High Probability Selling (HPS)

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

process is based on extensive research. We observed 312 of the top salespeople, in 23 different industries, in o

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

der to develop the process. We kept copious notes. Two hundred sixty-one of them had intuitively, independently d

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

Professional from academic institutions, pharmaceutical industries, health care indust

eveloped parts of a new, entirely non-manipulative sales paradigm. (The other sixty-one, and almost all of the lo

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

wer 99% of salespeople were, and still are, using manipulative sales techniques.)

We don't preach or teach moral

.

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

ity. I didn't start out looking for a totally honest selling system. It just turned out that most of the very bes

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

Companies that provide selfless information through particip

t salespeople have mastered the technology of honesty because that's what works best. And, that's why we teach it

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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Adding value is not one of those management buzz words we use loosely but don't really understand. To your patients, adding value can simply mean doing more than you promise to do. The idea behind adding value is that the customer gains a perceived benefit without having to pay for it - or pay very little, compared with its value to the customer.

While most people are searching for permanent jobs and security, there's a growing number of firms looking to hire temporary or contract workers for professional positions.

There are only a finite amount of scenarios in any selling process and if you identify them, train to them and measure your results you are on your way to excellence. This article will help you do just that.

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Useful Advices - Honesty Works Best - But, It's Not About Morality

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