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Advice You - Words of Wisdom from MY Mentor
When I started title repping in 2002, I was coming off being a geeky computer software trainer, with very little experience on the outside in sales. In Southern CA, title sales is mostly about reputat
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
ion, first impression, and long-term relationships. I had none of these things. So, my boss sat me down and said, "I broke my sales territory in 6 months, and this is what I did. You can, too, if 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
Examples of combination products may in
do as I say."
1. Wear business shoes and shine them daily.
2. Keep hair cut and groomed.
3. Look fresh and crisp. Shower every morning before work and wash hair.
4. Be physically fit. Trim and ene
1. Wear business shoes and shine them daily.
2. Keep hair cut and groomed.
3. Look fresh and crisp. Shower every morning before work and wash hair.
4. Be physically fit. Trim and ene
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
rgetic is attractive.
5. Wear a dress shirt only one time before washing and ironing.
6. Wear only white dress shirts.
7. Wear coats into offices.
8. Don't talk politics, religion, or sex.
9. Don
5. Wear a dress shirt only one time before washing and ironing.
6. Wear only white dress shirts.
7. Wear coats into offices.
8. Don't talk politics, religion, or sex.
9. Don
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
't monologue. Ask leading questions and listen and remember.
10. Talk you, me, and us. It's a one-on-one relationship business.
11. Always encourage, recognize, and compliment.
12. Don't overstay y
10. Talk you, me, and us. It's a one-on-one relationship business.
11. Always encourage, recognize, and compliment.
12. Don't overstay y
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 visit. Get in, get your response, and get out! Repetition has greater value.
13. Make 30 calls a day.
14. Know who directs the business; the manager, loan rep, or processor.
15. Always look for
13. Make 30 calls a day.
14. Know who directs the business; the manager, loan rep, or processor.
15. Always look for
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
an opportunity to present.
16. Do your presentation in their conference room.
17. Give a well-prepared, rehearsed presentation on your company, your service, and yourself.
18. Ask for the order wi
16. Do your presentation in their conference room.
17. Give a well-prepared, rehearsed presentation on your company, your service, and yourself.
18. Ask for the order wi
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
thout hesitation, confidently yet politely.
19. Use the four steps to selling - A) rapport, B) interview, C) presentation, and D) close.
20. Don't offer things they don't want.
21. Ask them - A) wh
19. Use the four steps to selling - A) rapport, B) interview, C) presentation, and D) close.
20. Don't offer things they don't want.
21. Ask them - A) wh
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
o they use; B) how long have they used them; C) why do they use them; and D) what do they look for in a title company. Then, go into your presentation.
22. Use customer names frequently.
23. "Mr." w
22. Use customer names frequently.
23. "Mr." w
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
ould apply to older gentlemen.
24. Maintain a route of A, B, and C accounts after about 75 offices have been found.
25. Go to A's more than B's. Go to B's more than C's.
26. Always leave marketing
24. Maintain a route of A, B, and C accounts after about 75 offices have been found.
25. Go to A's more than B's. Go to B's more than C's.
26. Always leave marketing
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
material.
27. At first, spend money to feed offices. Put your business card sticker on stuff. This is marketing.
28. Pizzas work well for taking lunch into offices.
29. By the third month, once you
27. At first, spend money to feed offices. Put your business card sticker on stuff. This is marketing.
28. Pizzas work well for taking lunch into offices.
29. By the third month, once you
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
're recognized in these offices, spend money on individuals.
30. Give people gifts occasionally as a token of appreciation. Blockbuster, Starbucks, movies, Barnes & Noble, etc.
31. Always write than
30. Give people gifts occasionally as a token of appreciation. Blockbuster, Starbucks, movies, Barnes & Noble, etc.
31. Always write than
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
k-you notes for business. NOT e-mails. NOT phone calls.
32. Keep an open and closed order book to reconcile business.
33. Maintain an updated list of things to do.
34. Take people to lunch to get t
32. Keep an open and closed order book to reconcile business.
33. Maintain an updated list of things to do.
34. Take people to lunch to get t
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
o know them.
35. Carry a folder. When a customer has a request, write it down in front of them.
36. Don't try to impress the customer with technology, only offer if they request.
37. Return phone c
35. Carry a folder. When a customer has a request, write it down in front of them.
36. Don't try to impress the customer with technology, only offer if they request.
37. Return phone c
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
alls in 10 minutes.
38. Answer phone as much as possible.
39. Always follow-up. Don't expect something got done because you asked.
40. Keep notes about respective customers on the back of their bus
38. Answer phone as much as possible.
39. Always follow-up. Don't expect something got done because you asked.
40. Keep notes about respective customers on the back of their bus
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
iness cards. Also, their description and discussion.
41. Do busy work at night. That is down time. See customers during daylight prime time.
42. Get time frames of expectations from customers on all
41. Do busy work at night. That is down time. See customers during daylight prime time.
42. Get time frames of expectations from customers on all
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
requests. This will assist time management.
43. Always underpromise and overdeliver.
44. Never act like you know something if you don't. This will cause a detriment to your credibility.
45. If you
43. Always underpromise and overdeliver.
44. Never act like you know something if you don't. This will cause a detriment to your credibility.
45. If you
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
don't know, say "I don't know but I'll find out and get right back to you." Then do it.
46. If we screw up, never be defensive. Say "That shouldn't happen - I'll look into it," and see that it doesn
46. If we screw up, never be defensive. Say "That shouldn't happen - I'll look into it," and see that it doesn
.
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
't happen again.
47. A) If someone blasts your internal staff, listen to your customers, tak enotes in detail, and then, giving the benefit of the doubt to our fellow employee, ask them what happened
47. A) If someone blasts your internal staff, listen to your customers, tak enotes in detail, and then, giving the benefit of the doubt to our fellow employee, ask them what happened
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
. B) If it sounds like we have an internal problem, then bring it to me.
48. Your job is to be a "problem solver."
49. Your desire to help will show well.
50. Believe in yourself.
51. Be yourself.
48. Your job is to be a "problem solver."
49. Your desire to help will show well.
50. Believe in yourself.
51. Be yourself.
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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