Advice You - Business

Part 1 of this article identified the real secret to sales success and explored the first three steps to increasing your sales power. This article will walk you through the remaining four steps.

Step #4: Trust yourself

Ob

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

jective: Wake up, accept and learn to use the REAL power that comes from your connection to your heart, intuition and inner wisdom.

It's amazing how many people really don't trust themselves. They have made SO many promises to themselves a

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

Examples of combination products may in

nd ended up breaking them. After a while the mind just says, "Blah-blah-blah, here we go again."

When this happens, your inner guidance system becomes weakened and eventually blocked...and with it a significant amount of your personal powe

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

. Your inner wisdom can put brilliant thoughts in your head and eloquent words on your tongue. But, if your mind is standing in the way, forget it.

Here is another opportunity to use your power voice. Say, "Thank you, mind, for wanting to

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

help me with this sales presentation. However, I am now turning it over to the wisdom of my inner self."

Now speak to your inner self. "I now turn control of this sales situation over to my inner guidance and wisdom." Believe what you are

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

Combination pro

peaking because it will be so.

Step #5: Don't think about making a sale

Objective: Hear the prospect more accurately by silencing your inner noise.

After completing Step # 4, stop thinking about the sale! Relax and let y

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

our inner wisdom control what you see, hear, and say. You can aid your inner wisdom by focusing your attention on your intuition (or "gut").

You will pick up clues from the body language and tone of your client that you might otherwise hav

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

e missed because you were too busy thinking about your next move. You'll hear the prospect talk about his or her needs or problems and understand them from his or her perspective, NOT yours.

Any time a prospect or customer is talking, make

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

it a habit to get out of your mind. Only when the babbling of our minds is silenced are we able to hear what our inner wisdom is telling us.

When you are out of your mind, you will hear what your prospect or customer is actually saying wit

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

hout distorting it through filters. This will help you experience a true one-to-one relationship with the other person.

Step #6: Leave your personal agendas or expectations in the car

Objective: Don't push or force anythi

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

g to happen.

Walk into your prospect's office CLEAN. No agendas. No expectations. No judgments. You should only have one objective in mind: to find out the needs of your prospect and how you can best meet them.

Forget about pushing that c

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

Following aspects would a

ertain widget the home office wants you to showcase. Let it go. That's the company's agenda. If you make it yours, you'll be walking into the prospect's office with only part of your sales power intact.

Concentrate on finding out exactly w

dd to the challenges in developing combination products:

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

hat the prospect needs...or thinks he (or she) needs. Only then will you be able to sincerely and effectively make suggestions to fulfill those needs.

But don't worry, your needs will be met, too, once you learn how to get out of your own

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

ay and just be the wonderful you that we all love and adore!

When you do this, you will be more relaxed. So will your prospect. He/she will sense, consciously or unconsciously, that you have moved to their side of the desk and have a since

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

re interest in helping them.

Step #7: Let go of NEED

Objective: Put your focus where it needs to be - on the PROSPECT!

Okay...so the mortgage is due, you owe some medical bills, and the rest of your financial health is l

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

usy. Forget about it!

If you focus on your problems, you won't be able to focus on the prospect's needs. Remember, it is impossible to think of two things at the same time. Make it a point to concentrate on your prospect's needs and wants.

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

Professional from academic institutions, pharmaceutical industries, health care indust

..NOT yours.

If you have difficulty doing this, try another "out of your mind" exercise. See yourself as extremely rich and totally successful. You don't need this sale. You don't need ANY sale. The only reason you have come to this prospe

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

ct's office is because you know you have a product or service the prospect needs or will benefit from having. You are there for the prospect - NOT for yourself!

You'll be more relaxed and confident. And, as I mentioned in the last step, yo

.

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

will be clear of agendas or desires.

It all comes down to this

Getting out of your mind is perhaps the single most important thing you can do to increase your sales success. Go ahead...fire the bureaucrat in your mind an

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

Companies that provide selfless information through particip

d turn over control to your inner wisdom. In doing so, you will release an enormous amount of personal power. This power can catapult you to a level of sales success you've only dreamed about!

Copyright 2007 - Michelle Rigg

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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Advice You - 7 Steps to Increasing Your Sales Power – Part 2

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