Tags |
|
|
Links |
|
|
Useful Advices - Selling Without a Script
"Get into selling and make your fortune" the headline shouted at me from the classified page. It went on to explain how anyone could become rich by learning how to sell.
As a gullible young man just out of the Air Force and looking for a job, I was hooked on the idea of a sales career
As a gullible young man just out of the Air Force and looking for a job, I was hooked on the idea of a sales career
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
despite suffering from a general lack of confidence. On top of that my near panic at the thought that now I had to survive in the big outside world on my own. No morning bugle call to kindly let me know that breakfast was being served.
No more shouting in my ear about the condition of
No more shouting in my ear about the condition of
; 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
the nice suit of clothes they give you to wear. No more marching in parades to a destination unknown, you need only follow the leader and wait until you hear the order to halt.
Worst of all, no more free meals and a bed, the reason I joined up in the first place. I had become instituti
Worst of all, no more free meals and a bed, the reason I joined up in the first place. I had become instituti
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
onalised. From that point forward I would need to think for myself for the first time in years.
Solely on the merits of my Air Force discharge papers, I landed a job as a trainee salesman with a well-known office machine manufacturer. They kindly sent me to sales training school for a
Solely on the merits of my Air Force discharge papers, I landed a job as a trainee salesman with a well-known office machine manufacturer. They kindly sent me to sales training school for a
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
whole month after which you are supposed to be a whiz at selling. Not so for me, because after a couple of months I had managed to sell . . . nothing.
Hugely embarrassed and demoralised, I resigned. However, I continued to hold to the belief that "selling can make your fortune", perhap
Hugely embarrassed and demoralised, I resigned. However, I continued to hold to the belief that "selling can make your fortune", perhap
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
s because as a kid I had been quite a successful street urchin.
My ideas about selling as a career were reinforced when by chance I read a news item about a janitor who became a commission salesman. Two years later he bought the apartment block where he had previously been the janitor.
My ideas about selling as a career were reinforced when by chance I read a news item about a janitor who became a commission salesman. Two years later he bought the apartment block where he had previously been the janitor.
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
I must try again to become a salesman, and I did without much success. Most of the direct selling outfits simply gave me a pre-typed script to learn. I tried the scripts, but several of my prospects simply asked me how long had I been doing the job. One asked me why I was speaking so
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
unnaturally, I wasn't aware of it. Perhaps I speak with a different tone when reading out loud from a script.
Perhaps I could learn to sell by trying retail in-store sales, I pondered. So onto the retail circuit. The Company boss had a store for each day of the year 365 stores. He sent
Perhaps I could learn to sell by trying retail in-store sales, I pondered. So onto the retail circuit. The Company boss had a store for each day of the year 365 stores. He sent
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
me as a trainee to a store where I was asked to push the sales of some fridges that had no motors. I was astonished. How can a fridge not have a motor? I asked the store manager for a brochure that might help my understanding of a fridge with no motor, so he dug around under the counte
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
r and thrust a buch of grubby papers into my hand.
"You're supposed to sell them, not read about them" he complained.
Anyway I did read about these fridges, and discovered that not only did they have no motors but the energy consumption was less than an ordinary light bulb. I found it
"You're supposed to sell them, not read about them" he complained.
Anyway I did read about these fridges, and discovered that not only did they have no motors but the energy consumption was less than an ordinary light bulb. I found it
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
all quite extraordinary. and simply voiced my amazement about them to everyone who entered the store. Not as an intention to make a sale, but simply because I was actually very impressed with the technology.
However, a strange thing happened: People started buying fridges. Each day mo
However, a strange thing happened: People started buying fridges. Each day mo
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
re people came to me to ask about them and more sales resulted. Weekly deliveries of fridges to this single store out of 365 stores alerted the Head Office due to the unusual delivery rate.
Incredibly, the company extended the premises to accommodate more fridges. I have often wondered
Incredibly, the company extended the premises to accommodate more fridges. I have often wondered
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
how they filled the space when I moved on to pastures new.
So there I had learned the two most important ingredients for selling which if mastered will enable anyone to be proficient in sales.
Just these two for starters: Enthusiasm and Product Knowledge.
The third ingredient will b
So there I had learned the two most important ingredients for selling which if mastered will enable anyone to be proficient in sales.
Just these two for starters: Enthusiasm and Product Knowledge.
The third ingredient will b
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
e borne of the above two which is "confidence"
Armed with enthusiasm for a product and thorough Product Knowledge, you will surely brim with confidence. Most of your prospects will not see you as just another Sales Person but as an expert they can trust. Why will they trust you? Becaus
Armed with enthusiasm for a product and thorough Product Knowledge, you will surely brim with confidence. Most of your prospects will not see you as just another Sales Person but as an expert they can trust. Why will they trust you? Becaus
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
e as you should have discovered yourself in life that it is always patently obvious when someone knows what they are talking about, You know instinctively when a person is telling you the truth. You also learn to know instinctively when someone is talking nonsense.
Now here is a truth:
Now here is a truth:
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
People will only buy from those they trust. The emphasis is on the ONLY.
Since then I have sold just about everything under the sun, including double glazing, windows, home improvements and several years in Life Insurance. I learned some truly fascinating secrets on selling and how t
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
o sell effortlessly.
Truly "Selling" is easy, when you know how. Look out for my article entitled "Selling effortlessly by Numbers" you could be amazed.
Naturally, I moved up in my sales career and bought my own stores. Selling the very product I found impossible to sell just a few ye
Truly "Selling" is easy, when you know how. Look out for my article entitled "Selling effortlessly by Numbers" you could be amazed.
Naturally, I moved up in my sales career and bought my own stores. Selling the very product I found impossible to sell just a few ye
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
ars earlier, Office Machines.
I can never forget a major sale I made a few years ago to the Managing Director of a large corporation. He bought a very expensive product and gave me his company cheque there and then without question. However, just as he was leaving he mentioned that one
I can never forget a major sale I made a few years ago to the Managing Director of a large corporation. He bought a very expensive product and gave me his company cheque there and then without question. However, just as he was leaving he mentioned that 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 my competitors WGS was selling the exact same product at ten percent less. Being a bit puzzled, I asked him why he did not buy it from WGS.
"Because I preferred to buy from you" He replied
There you have it, as you must surely know deep down, even from your own experiences: People
"Because I preferred to buy from you" He replied
There you have it, as you must surely know deep down, even from your own experiences: People
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
will only buy from those they trust.
Feel free to reprint this article in its entirety in your ezine or on your site as long as you leave the author’s copyright in place and the links in place, do not modify the content and include our resource box as listed below.
© Harry S Richards
Feel free to reprint this article in its entirety in your ezine or on your site as long as you leave the author’s copyright in place and the links in place, do not modify the content and include our resource box as listed below.
© Harry S Richards
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/39958/usefuladvices-Selling-Without-a-Script.html">Selling Without a Script</a>
BB link (for phorums):
[url=http://www.usefuladvices.org.ua/article/39958/usefuladvices-Selling-Without-a-Script.html]Selling Without a Script[/url]
Related Articles:
Conducting an Effective Interview
Change Management Checklist – Give Your Change Program a Quick Health Check
Maintaining Focus is the Blueprint for Your Business and Personal Success
Bookmark it:
|