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Useful Advices - Tug of War Selling
Are you in a “tug of war” with your customers?
You keep selling -- they aren’t buying.
Customers resist being sold -- but love to buy.
Try letting customers buy
You keep selling -- they aren’t buying.
Customers resist being sold -- but love to buy.
Try letting customers buy
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
your product or service rather than selling it to them.
Here’s how:
Before attempting to sell any product or service it’s important to establish a need or want. Why? Your product or servic
Here’s how:
Before attempting to sell any product or service it’s important to establish a need or want. Why? Your product or servic
; 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
means nothing until the customer understands what it will do for them. Consider this phrase:
“WHAT’S IN IT FOR ME?”
Help the customer understand "what’s in it for them" and you’ll have a better chance o
“WHAT’S IN IT FOR ME?”
Help the customer understand "what’s in it for them" and you’ll have a better chance o
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
f “closing the sale.” How? Ask Questions!
Assume you’re a wholesale rep for cellular phones. Your market is retail outlets. Would it make sense to market your cellular products to a convention for the
Assume you’re a wholesale rep for cellular phones. Your market is retail outlets. Would it make sense to market your cellular products to a convention for the
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
eaf? Why? The answer is obvious – “limited to no interest.” With that in mind, wouldn’t it be important to identify a profile of your best targets to maximize time and increase results? How would you gather th
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
e info about this perfect client? Research? Benchmarking? How is all this information gathered to provide data? Someone or something was asking a lot of questions to establish probability.
Stop playing
Stop playing
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
tug of war” with your customers. Find out what they want and why it’s important to them. This approach allows them to buy instead of being sold.
Example/Ineffective Approach:
You’r
Example/Ineffective Approach:
You’r
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
e selling the newest, latest, greatest cell phones at the mall. I walk past and you get my attention. You immediately start pitching me on all the great “bells and whistles” attached to this newest techno
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
ogy. You invest a few high powered minutes trying to convince me to buy. I look at you with that “glazed over” look wondering what the h--- you’re talking about. At the same time your next victim is approachin
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
g. You quickly leave me standing there “dazed and confused” and start the same pitch over again with this scenario repeating itself throughout the day. My best guess tells me that you made some sales, but how ma
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
y walked away because you never took the time to ask a few simple questions to identify a need or want.
OH WHAT A MISTAKE!
Simple, yet effective question asking provides monumental results, not to
OH WHAT A MISTAKE!
Simple, yet effective question asking provides monumental results, not to
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
mention the customer feels like they are buying instead of being sold.
Example/Effective Approach:
You’re selling the newest, latest, greatest cell phones at the mall. I walk past and you g
Example/Effective Approach:
You’re selling the newest, latest, greatest cell phones at the mall. I walk past and you g
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
t my attention by asking me if I currently have cellular service.
My response: “Yes.”
Your response: “With who?”
My response: “Sprint.”
Your response: “Great, how long have you had your sprint se
My response: “Yes.”
Your response: “With who?”
My response: “Sprint.”
Your response: “Great, how long have you had your sprint se
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
rvice?”
My response: “About six months.”
Your response: “Do you have your phone with you?”
My response: “Yes, I do.”
Your response: “Would you mind if I take a quick look at it?”
My resp
My response: “About six months.”
Your response: “Do you have your phone with you?”
My response: “Yes, I do.”
Your response: “Would you mind if I take a quick look at it?”
My resp
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
nse: “No.”
Your response: “I’m sorry, I didn’t get your name.”
My response: “Teri.”
Your response: “Ok Teri, is your phone for personal or business use?”
My response: “Personal.”
Your re
Your response: “I’m sorry, I didn’t get your name.”
My response: “Teri.”
Your response: “Ok Teri, is your phone for personal or business use?”
My response: “Personal.”
Your re
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
sponse: “Do you store a lot of data in your phone?”
My response: “Mostly phone numbers, etc.”
Your response: “Do you have internet service on your phone?”
My response: “Yes.”
Your response:
My response: “Mostly phone numbers, etc.”
Your response: “Do you have internet service on your phone?”
My response: “Yes.”
Your response:
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
Have you had the opportunity to look at Sprint’s newest technology?”
My response: “No.”
Your response: “I’d like to take a few minutes of your time to show you how advanced Sprint has become in the late
My response: “No.”
Your response: “I’d like to take a few minutes of your time to show you how advanced Sprint has become in the late
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
st and greatest cellular technology; and how I can help you acquire one of these phones at no additional cost.”
My response: “Why not?”
Based on the “effective example” above, your chances of clos
My response: “Why not?”
Based on the “effective example” above, your chances of clos
.
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
ng are going to be much greater because you took the time to do some simple, basic qualifying; and more importantly, you helped me feel important rather than milled.
Stop playing “t
Stop playing “t
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
ug of war” with your customers. Engage them in a few minutes of conversation to establish their wants/needs. Help your customer buy instead of being sold and watch your closing averages soar
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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