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Advice You - Speak to Influence Mini-course; Part 3 of 5
In part 3 three of the program we will cover how to:
1. Speak with authority
2. Conquer speaking stress
3. Get your listeners’ attention
4. State your case with care
1. SPEAK WITH AUTHORITY
You have control over how you look and sound. If you want to sound authoritative, then make sure you look authoritative and feel authoritative.
When you are getting ready to speak, form a mental image that relates directly to the manner in which you want to del
1. Speak with authority
2. Conquer speaking stress
3. Get your listeners’ attention
4. State your case with care
1. SPEAK WITH AUTHORITY
You have control over how you look and sound. If you want to sound authoritative, then make sure you look authoritative and feel authoritative.
When you are getting ready to speak, form a mental image that relates directly to the manner in which you want to del
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
iver your message. If you want to be authoritative, then picture someone from your experience who has delivered a speech in an authoritative manner. You might think of President John F. Kennedy, for example. Emulate this person when you speak.
Also think of a single word or phrase that embodies that person’s way of delivering the speech. For an authoritative speech you may think of “strength,” “power,” or “authority.” Repeat that word in your mind until your stat
Also think of a single word or phrase that embodies that person’s way of delivering the speech. For an authoritative speech you may think of “strength,” “power,” or “authority.” Repeat that word in your mind until your stat
; 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
e of mind matches the meaning of that word.
Last of all, consider your body language. It is hard to sound or to be authoritative when you are hunched over a podium, bent over a table, or slouched in your chair. Whether you are standing or sitting, have proper posture, do not fidget, and do not let your eyes drift. If you are making a voice-narration using a script then stay focused and do not let your mind drift.
2. CONQUER SPEAKING STRESS
Having a bit of speech
Last of all, consider your body language. It is hard to sound or to be authoritative when you are hunched over a podium, bent over a table, or slouched in your chair. Whether you are standing or sitting, have proper posture, do not fidget, and do not let your eyes drift. If you are making a voice-narration using a script then stay focused and do not let your mind drift.
2. CONQUER SPEAKING STRESS
Having a bit of speech
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
fright is very common and normal. The feeling of being uncomfortable can occur when the group you are going to address is large or small. You may even feel stress when you speak with just one person. For example you may become nervous when you are going to speak with your boss.
Symptoms of speech fright include a trembling voice, anxious feelings, and a loss of your natural speaking pace. Some people experience a pounding heart and high levels of perspiration. All
Symptoms of speech fright include a trembling voice, anxious feelings, and a loss of your natural speaking pace. Some people experience a pounding heart and high levels of perspiration. All
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
of these symptoms are primarily caused by high levels of adrenaline. What can you do about them?
First, when you are getting ready to speak, make a point of taking a few deep breaths. Deep breathing helps you to focus and prepares you for breathing at a proper pace.
Early in my speaking career, an older master told me that a few minutes before a speech he often felt the surge of adrenaline. He dealt with it by pretending that he was getting up at that point in tim
First, when you are getting ready to speak, make a point of taking a few deep breaths. Deep breathing helps you to focus and prepares you for breathing at a proper pace.
Early in my speaking career, an older master told me that a few minutes before a speech he often felt the surge of adrenaline. He dealt with it by pretending that he was getting up at that point in tim
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
to speak. It was his way of “burning off” some of that adrenaline. He psychologically burned off some of his anxiety by doing this. By combining this mental technique and by taking some deep breaths you may be able to burn off just enough of that extra surge in adrenaline.
I use these techniques as well and find them both helpful.
Second, before you speak, visualize yourself delivering the speech smoothly and with confidence. In the movie “My Dinner with Andre,”
I use these techniques as well and find them both helpful.
Second, before you speak, visualize yourself delivering the speech smoothly and with confidence. In the movie “My Dinner with Andre,”
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
the main character tells a story about being in a play when he was young. A fellow child-actor told him that it would be hot and stuffy on stage under the lights, and he would be sweaty. The other person was trying to convince him that he would be unsuccessful on stage. It was exactly the wrong mental preparation. Do the opposite and imagine successfully communicating with the audience before you even step in front of it.
When you do begin speaking, never apologize
When you do begin speaking, never apologize
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
for being nervous. Your nervousness is often not obvious to others. No one can see your pounding heart. Your apology only draws attention to the problem and distracts from your message. Keep in mind that you are usually much more critical of yourself than anyone in the audience will be.
As you gain confidence and speak more often and apply some of these techniques your level of nervousness will diminish.
3. GET YOUR LISTENERS’ ATTENTION
When making a presentatio
As you gain confidence and speak more often and apply some of these techniques your level of nervousness will diminish.
3. GET YOUR LISTENERS’ ATTENTION
When making a presentatio
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
n, consider how you could tell a story to make your point. Everyone loves a good story. By telling a story you put it in context and add a real-life human dimension to it. Imagine being able to tell great a story about your business or your product or service and the benefits of working with you or using your product. This is a very compelling thing to do with a potential customer.
Telling a good joke that relates to your topic can effectively get the listeners’ at
Telling a good joke that relates to your topic can effectively get the listeners’ at
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
tention, but do not try to be too funny. Some people have a knack with humor and others do not. If the joke is short, and relates somehow to the topic and you feel comfortable telling then I say go for it. If you are uncertain for any reason then it may be best to not use humor.
In a conversation with a small group or one-on-one, you will be perceived as interesting if you show sincere interests in others. Make a point of asking questions, not just talking about yo
In a conversation with a small group or one-on-one, you will be perceived as interesting if you show sincere interests in others. Make a point of asking questions, not just talking about yo
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
r own topics. When you ask a question make it open ended and one that people cannot answer with a simple yes or no. By engaging their participation, you naturally engage their attention.
Remember that the sound of your voice is one of your most valuable attention-grabbing tools. Be crisp in your language and tone. Take the burden off the listener by being interesting and concise.
When creating your message, give your audience incentive to listen. Think of an atten
Remember that the sound of your voice is one of your most valuable attention-grabbing tools. Be crisp in your language and tone. Take the burden off the listener by being interesting and concise.
When creating your message, give your audience incentive to listen. Think of an atten
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
tion-grabbing “headline” that relates strongly to what’s in it for the listener.
“Jim, I just thought of a way to reduce customer turnover by 50%. Can I have a few minutes to tell you about it?”
No matter whom you are speaking to, make your message stand out by injecting energy into it. Be alive and show enthusiasm. Adding enthusiasm engages the listener and thus adds interest to your message.
4. STATE YOUR CASE WITH CARE
You may have been hearing lately about y
“Jim, I just thought of a way to reduce customer turnover by 50%. Can I have a few minutes to tell you about it?”
No matter whom you are speaking to, make your message stand out by injecting energy into it. Be alive and show enthusiasm. Adding enthusiasm engages the listener and thus adds interest to your message.
4. STATE YOUR CASE WITH CARE
You may have been hearing lately about y
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
our emotional intelligence. Your emotional intelligence, or EQ, is your ability to understand and relate to your feelings and emotions and the feelings and emotions of others. Researchers now believe that when it comes to predicting success your EQ is far more of a factor than your IQ.
High-EQ people do three things that make them effective communicators.
First, they establish empathy that conveys respect and understanding. They ask questions and acknowledge emoti
High-EQ people do three things that make them effective communicators.
First, they establish empathy that conveys respect and understanding. They ask questions and acknowledge emoti
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
ons. They check their timing and only proceed if the timing is right. If we are sensitive we will know when a person does not have the time or whether you need to make your point quickly. An idea may have to be presented in small increment rather than all at once. To have empathy means that you have an understanding of the other’s problems, feelings, and points of view. The effective speakers of the world do this well. Most people do it poorly.
Second, they then ch
Second, they then ch
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
eck for the audience’s willingness to listen. If the person you want to talk with is not ready and you push ahead anyway, it will be difficult or impossible to make your case.
If the timing is right and you have their attention, make your case.
The third thing that high EQ people do is that they deal well with objections. As you do convey your message, you may come up against objections. This is normal and good. Objections shows interest – welcome and embrace them
If the timing is right and you have their attention, make your case.
The third thing that high EQ people do is that they deal well with objections. As you do convey your message, you may come up against objections. This is normal and good. Objections shows interest – welcome and embrace them
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
I will illustrate how a lack of objections related to a lack of interest. I once gave a talk to IBM that was organized by our local salesperson. The audience assembled, but the “stage setting” was done by the local sales staff, and a key point was missed. The preparation failed to make sure that the audience was in a position to use the new product we were introducing. The audience was polite but not engaged and no objections were raised either during the talk or
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
during the question-and-answer segment—not even one!
The local sales people seemed happy with the presentation and that there were no objections. I knew that little business would come from this presentation. In the end, it took much longer than expected by the local sales force to develop business at this IBM location with this new product. The point of this story is that an engaged audience does raise objections and you need to deal with them effectively.
If you
The local sales people seemed happy with the presentation and that there were no objections. I knew that little business would come from this presentation. In the end, it took much longer than expected by the local sales force to develop business at this IBM location with this new product. The point of this story is that an engaged audience does raise objections and you need to deal with them effectively.
If you
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
do encounter an objection or two here is an effective three-step way to work through objections.
1. Repeat the objection. This gives you a moment to think and ensures that you understand the objection. I have seen many an inexperienced salesperson answer an objection that was never asked simply because they did not understand the objection.
Repeating the objection also gives the other person the opportunity to hear what they have just said. You are giving them th
1. Repeat the objection. This gives you a moment to think and ensures that you understand the objection. I have seen many an inexperienced salesperson answer an objection that was never asked simply because they did not understand the objection.
Repeating the objection also gives the other person the opportunity to hear what they have just said. You are giving them th
.
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
e chance to clarify themselves or, if the words seem unreasonable, the chance to change their opinion without losing face.
2. Never match the objection with equal force. Instead, ask a question, such as, “Why do you think that way?” or “What do you think are some options that could lead to a solution to this issue?” These questions show your willingness to be open-minded, that you think the objection is important, and that you appreciate the fact that the person ra
2. Never match the objection with equal force. Instead, ask a question, such as, “Why do you think that way?” or “What do you think are some options that could lead to a solution to this issue?” These questions show your willingness to be open-minded, that you think the objection is important, and that you appreciate the fact that the person ra
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
ised it.
3. Ensure that you have addressed all the objections by asking some additional questions, such as, “Is there anything that you would like to discuss further?” or “Have I made everything clear?”
If you set the stage properly, make your case, and then handle objections effectively you are well on your way to success.
In part 4 we will be looking at some of the dos and don’ts when using the telephone and how a script is used to create a professional message
3. Ensure that you have addressed all the objections by asking some additional questions, such as, “Is there anything that you would like to discuss further?” or “Have I made everything clear?”
If you set the stage properly, make your case, and then handle objections effectively you are well on your way to success.
In part 4 we will be looking at some of the dos and don’ts when using the telephone and how a script is used to create a professional message
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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