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Advice You - What Makes Your Customers Wince
You probably never considered this, but every customer/prospect you call on has a built in wince-o-meter. The meter is activated every time salespeople do or
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
say something stupid or pathetic.
Here's a list of things to avoid if you don't want to activate your customer' s wince-o-meter:
Wince - when calling for
Here's a list of things to avoid if you don't want to activate your customer' s wince-o-meter:
Wince - when calling for
; 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
n appointment, avoid saying you're going to be in their area and you want to stop by and introduce yourself. Instead, tell them when you're scheduled to be i
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
their city.
Wince - when you're talking with someone and they seem agreeable to seeing you, never ask, "When would be a good time for you," - you're giving
Wince - when you're talking with someone and they seem agreeable to seeing you, never ask, "When would be a good time for you," - you're giving
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
up your calendar. It's something only an amateur would do. It won't make a sales prospect wince - but it makes me wince. Suggest a convenient time based on
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
our schedule for effective time management.
Big Wince - don't show up late for an appointment without calling to give a good reason why. It's the right thin
Big Wince - don't show up late for an appointment without calling to give a good reason why. It's the right thin
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
to do if you want your prospect to see you as a sales professional.
Wince - don't begin your sales presentation by saying, "I know you're busy, so I won't
Wince - don't begin your sales presentation by saying, "I know you're busy, so I won't
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
ake up too much of your time." Everybody says this.
Wince - don't end your sales call by saying, "Before I go are there any other problems I can help you w
Wince - don't end your sales call by saying, "Before I go are there any other problems I can help you w
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
th?"
Wince - don't use sales questions that begin with are you, do you, can you, and would you, because they invite one-word responses. It's also the langu
Wince - don't use sales questions that begin with are you, do you, can you, and would you, because they invite one-word responses. It's also the langu
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
ge of the mediocrity brigade.
Humongous Wince - never start talking about your product/service until you know how it solves a specific dollarized problem.
Humongous Wince - never start talking about your product/service until you know how it solves a specific dollarized problem.
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
ince - don't talk too much - because the less you say, the smarter you'll sound.
Wince - never say, "How soon do you need it," because it triggers an "I nee
Wince - never say, "How soon do you need it," because it triggers an "I nee
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
d it yesterday response," which puts you in a reactive fire drill mode. This one will make you wince!
Wince - never leave a sales call, with a qualified pr
Wince - never leave a sales call, with a qualified pr
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
spect without setting up and confirming the next appointment. Failing to do this, guarantees you'll be jettisoned into the telephone tag zone. This may not
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
activate your customers wince-o-meter but it sure does activate my cringe-o-meter.
Let's switch roles for a moment. Imagine you are the customer and you ar
Let's switch roles for a moment. Imagine you are the customer and you ar
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
scheduled to see 14 salespeople during the next week.
What can you expect to hear and see?
=> you'll see salespeople twitching and sneaking a peek at thei
What can you expect to hear and see?
=> you'll see salespeople twitching and sneaking a peek at thei
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
vibrating blackberries and cell phones.
=> you'll hear salespeople, before they ask the first question, tell you how they can save you time and money.
=>
=> you'll hear salespeople, before they ask the first question, tell you how they can save you time and money.
=>
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
ou'll hear salespeople talk sales babble because they really like the sound of their own voices.
=> you'll hear salespeople bring up the subject of pricing
=> you'll hear salespeople bring up the subject of pricing
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
efore you (the customer) can raise the price objection.
=> you'll see salespeople who show up without a written sales call objective - you can always tell.
=> you'll see salespeople who show up without a written sales call objective - you can always tell.
.
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
=> you'll hear salespeople pepper their conversation with seal talk - "Ahs" and "Ums."
=> you'll hear and see salespeople get discombobulated when they try
=> you'll hear and see salespeople get discombobulated when they try
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
sking for the business - Closing the sale.
These behaviors are enough to make anyone wince.
If your customers are wincing you won't be doing any convincing
These behaviors are enough to make anyone wince.
If your customers are wincing you won't be doing any convincing
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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