Useful Advices - Business

It's Smart to Play Dumb. So what do I mean by playing dumb? First of all, as we have discussed on many occasions, the key to successful selling is

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

successful questioning. However, on many occasions, once we have asked a question and it has been answered, we tend to take the answer at face value

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

Examples of combination products may in

We should always ask follow up questions regarding any answer we get. There's always more to the story than what we get with our first answer. An

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

almost undoubtedly, that is where the emotion is. AND your prospect tells you his problems rather than you pointing them out.

Let me give you an e

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

ample. Let's say you sell payroll solutions:

You---"So Bob, what is the greatest issue that you face with your payroll today?"
Bob---"Well, it

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

Combination pro

's just a real pain in the butt, and I am tired of having to deal with it."
You---"I see Bob. Well, our system is designed to alleviate all of

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

hat by...."

Instead, think about this:

You---"So Bob, what is the greatest issue that you face with your payroll today?"
Bob---"Well, it's jus

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

a real pain in the butt, and I am tired of having to deal with it."
You----"Boy, I can identify with that. Obviously, I speak with many, many

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

usiness owners who are tired of the hassle of payroll. Unfortunately, I speak with only a small percentage who have decided to take action. I comme

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

nd you for that. Just to help me to get a better handle on how we might be able to help you, can you tell me specifically the issues that are causin

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

you the most trouble today?"
Bob---"It just seems to take so much time away from other things I need to be doing."
You---"It's great that

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

Following aspects would a

ou recognize that Bob, but more importantly are preparing to do something about it. What kinds of things are we speaking of?"
Bob---"Well, I ne

dd to the challenges in developing combination products:

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

er seem to have as much time to work on my sales as I would like. It's very frustrating."
You---"I can see how that would be frustrating. Afte

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

r all, as you have correctly noted, sales is just a bit more important than payroll. With no sales, there's no payroll. How much time do you think

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

ayroll issues steal from your sales time?"
Bob---"Oh, I'm sure it's at least 4-5 hours a week."
You---"That IS alot of time, Bob...over two

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

hundred hours per year! How much do you think you could increase your sales this year with an extra 250 hours to dedicate to that area?"

Of course

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

Professional from academic institutions, pharmaceutical industries, health care indust

t goes on, but you get the picture. You question, your prospect answers. You question, your prospect answers. QAQAQA... The interesting shift tak

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

es place when your prospect then asks you a question. At that point, you know you have their interest and it takes the interview to the next level..

.

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

Make today the day that sets you up for, and propels you to your greatest single month of success in your career. Start today for tomorrow's succe

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

Companies that provide selfless information through particip

s.

"To live your life in your own way. To reach the goals you've set for yourself. To be the person you want to be--that is success." --- Anonymou

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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Beth Silver writes on assessing your core strengths and learning to use your best attributes in a productive way.

It's important to get the content of your newsletter right - or no one will read it. Here's some tips.

Routines can easily become ruts, especially at a trade show. It’s also one of the biggest mistakes you can make. Exhibiting is, by its very nature, a constantly evolving art. To be successful, you need to embrace what is new and exciting. It requires pushing boundaries.

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Useful Advices - Playing Dumb Increased My Sales Results Overnight

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