Advice You - Business

Let me begin by stating that this article is not a discussion about the military or the pros and cons of war. It is about learning some of the most powerful persuasion strategies in use today. And t

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

he truth is, military recruiters are some of the best salespeople in the world. They have to be. When you enlist, you agree to a four-year commitment. During this time, you give up your freedom. You

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

Examples of combination products may in

must do what you are told no matter how much you might not like it or the people who or telling you to do it. This is ironic because the majority of those who enlist are young men, who sign up at a ti

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

e in life when many of them tend to be the most rebellious.

WHAT MAKES THEM WORK

Military linguistic patterns are simple in format yet they allow you to place your outcome (making a sale) and deal wi

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

h objections easily and quickly in a very fluid way. Military recruiters believe in what they are selling. That means, to use these techniques effectively, you must believe in what you are selling. A

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

Combination pro

d you must establish rapport. Military recruiters would not be able to do what they do without first establishing rapport. If you know how to do this, great. If not, pick up a book on NLP (Neuroli

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

guistic Programming) or Google my name (Danek S. Kaus) for my articles on rapport. Now its time to examine a few of the Military Patterns.

THE PATTERNS

Have you found …?

You follow this phrase up i

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

the form of a question with whatever your outcome is.

Let’s say you’re selling gym memberships. You might say:

“Have you found that having a fitness program is something that a lot of your friends

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

re committing to?”

“Have you also found that fitness memberships are something your friends are enjoying as well?”

“Have you found that your well-being just naturally comes from enjoying a fitness pr

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

gram?”

“Have you found that a fitness program is one of the best ways to increase your sense of well being?”

What you will notice about this particular Military Pattern (and some of the others) is th

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

t it is a way of directing thought, a way of directing the conversation and directing the other person’s attention toward your outcome of developing excitement in the prospect and closing the sale.

Wo

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

Following aspects would a

uld it be fair to say …?

This type of question allows you to lead the conversation because you insert your outcome in the form of a question.

If you’re selling gym memberships, you might say:

“Would

dd to the challenges in developing combination products:

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

it be fair to say that a fitness program is the best way to achieve your particular goals for physical fitness?”

“Would it be fair to say that taking the time to use, nurture and develop a fitness pro

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

ram is a very small price to pay to have that ultimate sense of fulfillment?”

Just suppose …

This is a wonderful pattern. As hypnosis shows, when you have someone who is willing to “just suppose” yo

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

have them essentially in trance. When they suppose something they are going into a deep trance where anything you are saying is true. Why is it true? Because they are just supposing it is true.

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

ave them just suppose not only your outcome but wonderful feelings that are associated with it. Keep in mind, people are motivated by feelings, not just actions, not just thoughts, but by feelings.

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

Professional from academic institutions, pharmaceutical industries, health care indust

emember, if you develop rapport, if you pay attention, they’re going to tell you the feelings that they want to feel. They’re going to tell you their deepest values and what truly motivates them. You

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

want to tie these feelings to the action they are just supposing.

Examples

Just suppose you became a member of this gym and you were able to get into the best shape of your life.

Just suppose you go

.

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

so slim that you had to buy a whole new wardrobe.

Just suppose you started working out and you had more energy and less stress than ever before?

Whatever your product or service is, Military Pattern

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

Companies that provide selfless information through particip

can help you sell more of them. Just suppose you started using them and your sales increased. Would it be fair to say that you enjoy a new level of success and achievement?

Copyright 2006 Danek Kau

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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