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How can sales people get into the heads of customers or prospects with especially difficult personalities? Is a prospect always stalling when they say, "I'd like to think about it"? Wouldn't sales be much easier if one knew how the prospe

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

ct makes a decision? When it comes to understanding the psyche of people you must negotiate with, and you only have one or two meetings to get it accomplished, nothing beats skills well known to government intelligence officers; how to tea

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

Examples of combination products may in

e the personal motivations from unwitting or unwilling subjects in a simple and casual conversation.

There are two skills involved: conversational tactics called "elicitation," and psychological profiling using the Myers-Briggs Type Indi

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

ator (MBTI.) Elicitation is the practice of using applied psychology in casual conversation to root out information about people's lives and work. Information they would not usually express if asked as a direct question. Instead of the se

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

vice ceiling of a proposed jet fighter, however, in the business world the golden nuggets are usually, what is the budget, who really makes the decision, when is your deadline, what color is your new product and so forth.

The MBTI was ori

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

Combination pro

ginated in World War II as a way of assigning people with the most appropriate personality traits to the most appropriate factory jobs. Since the 1940's over 40 million MBTI interviews have been conducted around the world resulting in the

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

uickest and most accurate indicator of personality preferences available to a non-psychologist. The twist is that instead of a company's future plans, the combination of elicitation and MBTI preferences results in immediate indicators of h

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

w the subject prefers to take in information, and how they organize their lives and how they make decisions.

Does it take three months at CIA's Virginia "farm" to learn enough to apply these principals? For business use, two days in a cl

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

ssroom, with some field practice normally does it.

First come the principles and dynamics of a conversation, then the elicitation. It goes something like this: Every person has some kind of "push to talk" button, a stimulus that gets them

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

to offer additional information about themselves or their work. For example, (and you will notice this in your next conversation) some people instinctively correct others on every little fact. Some others are driven by the need to teach,

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

nd continue offering more information until they're sure you understand and appreciate their favorite subject. The sooner an elicitor can detect one of the seven or eight "talk buttons," the quicker they can use elicitation to exploit it.

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

Following aspects would a

he other party becomes much more relaxed as the conversation goes on, rather than feeling they must put up defenses.

Next is the MBTI. It uses four "continuums" to scale whether a person is, for example, an Introvert or an Extrovert, and

dd to the challenges in developing combination products:

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

ow intensely they feel these preferences. It is important to note that in Myers-Briggs terms Introvert and Extrovert mean how a person re-energizes and rejuvenates themselves mentally. Do they find a quiet corner with a book, or relax at a

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

busy bar surrounded by chattering people? Each preference has massive influence on decision making or acceptance of advice and suggestions.

Given some clues as to what to look for and how to get people to give you those clues, the class

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

hen goes out for an evening exercise to engage a total stranger in a conversation and report back the next day with details of the person they met, and what the subject's MBTI preferences might be. Such sessions are best led by a psycholog

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

st who specializes in remote profiling- understanding the psyche of people you wouldn't ask to fill out a questionnaire. The real life examples open discussion of the sales group's most difficult customers or coworkers, and better ways of

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

Professional from academic institutions, pharmaceutical industries, health care indust

egotiating with them.

It is about now the bulb lights up. Most sales people can remember being taught to "trial close" the prospect several times during their presentation. Unfortunately, many executive prospects are Myers-Briggs "Intro

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

verts" for whom decision making is a very private affair. Being pushed for a decision or even a hint of a decision, will make the executive feel more and more uncomfortable, regardless of how the positively the proposed deal strikes him. W

.

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

ile Introverts are in the minority of the general population, they occur in a disproportionately high number of high ranking executives.

Thus, the sales person who can't distinguish "I'd like to think about it" as a stall, or a genuine pl

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

Companies that provide selfless information through particip

a for time to come around to their way of thinking, is going to drive away perhaps a quarter of their highest ranking prospects. Worse yet, not knowing their own preferences make sales people easy information targets, ripe for exploitation

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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The ability to communicate in both Spanish and English continues to become an increasingly-important factor for the success of businesses in the U.S. A number of industries are marketing heavily to the American Spanish-speaking population, notable among these being banks and financial service companies. In other fields such as construction, food service, and landscaping, a majority of businesses rely on the Spanish-speaking workforce as a source of employees.

The market for Jobs in Dubai has become such that employers are no longer looking to fill positions with willing people to move to Dubai, as the city has achieved worldwide status, but they can now seek to find the best possible candidate for these positions.

It is nothing short of annoying when a person does not have an answering service. Let’s face it. In this day and age, everyone should be able to manage at least an answering machine, right? When it comes to business transactions, it is even more important to have some sort of answering service available to your customers. Whether they are calling in with orders or calling in to answer questions, you need to have the proper tools for the job and that includes a well qualified answering service.

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