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Useful Advices - Selling to the Senses - A Checklist for Mastering the First Impression
The fine art of professional selling is a production. You can do it poorly, or you can do it with excellence. A great deal of selling depends on your sensory interaction with your prospective client.
Bu
Bu
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
t – to a great deal – within the first two minutes of any meeting, your prospect has already formed a bias. Either he wants to be working with you to reach a common goal, or he’s simply getting as much i
; 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
nformation as he can to share with your competitor for a better deal. You can be prepared to wow your prospects when you pay close attention to how your prospect ‘senses’ that he should do business with
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
ou.
Think of every sensory interaction that your prospect has with you from the first meeting until the first time they buy from you. Each of those interactions will build the prospect’s vision of you.
Think of every sensory interaction that your prospect has with you from the first meeting until the first time they buy from you. Each of those interactions will build the prospect’s vision of you.
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
What are some of the sensory (See, Hear, Smell, Feel?) experiences your prospect has that reflect who you are before he says ‘Yes’? You may not be conscious of these interactions, but your prospect is.
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
O NOT leave any of these interactions to chance.
• Your in-person ‘introductory commercial’. If you are networking or being introduced to someone, this is the first chance they have to make an impressio
• Your in-person ‘introductory commercial’. If you are networking or being introduced to someone, this is the first chance they have to make an impressio
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
n of you. Don’t blow it by ‘winging’ this. Develop a scripted two-sentence commercial for your business and be able to deliver it with ease.
• Your outbound voice mail messages. You can bet that you wil
• Your outbound voice mail messages. You can bet that you wil
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
get placed into more voice mail boxes than you will get people live. Again, don’t let this opportunity to shine embarrass you because you’re not prepared. You called them – how could you not know what y
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
ou are going to say?
• Your inbound voice mail messages. Change your voice mail message daily, if possible. Set expectations for when you’ll be unavailable during the day and when you’ll be returning ca
• Your inbound voice mail messages. Change your voice mail message daily, if possible. Set expectations for when you’ll be unavailable during the day and when you’ll be returning ca
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
ls. Suggest an alternate number for an emergency if you are not immediately available.
• Your car. Yes – from time to time, clients walk you to your car – meet you in the lot when they are arriving at t
• Your car. Yes – from time to time, clients walk you to your car – meet you in the lot when they are arriving at t
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
he same time as you. Throw away the hamburger wrappers and the pop cans off the floorboards. Can this win accounts for you? It can lose them! Do it today.
• Your business cards. Have plenty of them. Kno
• Your business cards. Have plenty of them. Kno
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
w where they are. Carry them in such a way as to guarantee that they won’t be dog-eared when you present them. This is a production. Don’t hand someone your business card, present them with it! Be excell
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
nt on purpose.
• Your in-person voice. Pace your client. Don’t talk too fast (He won’t trust you) or too slow (He’ll think you are talking down to him). For both sexes, the lower you make your voice nat
• Your in-person voice. Pace your client. Don’t talk too fast (He won’t trust you) or too slow (He’ll think you are talking down to him). For both sexes, the lower you make your voice nat
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
urally, the more respect you command.
• Your handshake. Match to slightly lead your client in firmness when you shake hands. Don’t make them call 911 because you are trying to exude confidence.
• Your
• Your handshake. Match to slightly lead your client in firmness when you shake hands. Don’t make them call 911 because you are trying to exude confidence.
• Your
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
lothes. Dress a little above the expectation of your clients that you call on. Show them that you respect them by what you wear. The best outfit to wear is one that draws no attention to itself. You’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
going to dress differently to visit a Fortune 50 CFO than you will to visit the manager of a Landscape Company.
• Your Accessories and grooming. For men, your shoes, watch and grooming should be impecca
• Your Accessories and grooming. For men, your shoes, watch and grooming should be impecca
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
le. For women, nails, shoes, and accessories are always on display.
• Your smell. Very light scents are the key here. Don’t overpower, but be impeccably fresh. Whatever you do – don’t miss out on the ch
• Your smell. Very light scents are the key here. Don’t overpower, but be impeccably fresh. Whatever you do – don’t miss out on the ch
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
ance to make a first impression by offering anything less than perfect breath. A moment or two with a mint in the car will help you avoid having your client so distracted that she can’t focus on your pre
.
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
entation.
When you master the above, you will establish trust much more quickly and help your client come to a decision for your service with less internal conflict. They are all easy to excel in. If yo
When you master the above, you will establish trust much more quickly and help your client come to a decision for your service with less internal conflict. They are all easy to excel in. If yo
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
u’re not careful, they are also easy to overlook. Make a personal checklist to start your work day and one before each call. Ensure that you make the best impression possible and watch your sales respond
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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