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Advice You - The Language of Success Series - We're All in Sales
Are you in sales?
You may not think you sell for a living, yet the answer to the question is probably, “Yes.”
Whethe
You may not think you sell for a living, yet the answer to the question is probably, “Yes.”
Whethe
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
r your business success revolves around bringing in more clients, receiving quality referrals, or actually closing mor
; 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
deals… you're in sales, and just like the rest of us, you’re selling all the time.
Nothing happens in the world of c
Nothing happens in the world of c
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
mmerce until something gets sold.
The fact that you're in sales means you face a dilemma. You have to sell to live...
The fact that you're in sales means you face a dilemma. You have to sell to live...
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
and virtually no one likes to be sold to.
You’re probably proud of the product, service, or expertise you market and
You’re probably proud of the product, service, or expertise you market and
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
ell, yet most of the people that work with me in my “Language of Success™” programs tell me that they’re not really co
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
mfortable with “the whole sales thing.”
I tell them that they’re not alone in the way they feel. That may not give th
I tell them that they’re not alone in the way they feel. That may not give th
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
m much comfort, but it’s true.
Here’s a little game I play with my speaking audiences that shines a glaring spotlight
Here’s a little game I play with my speaking audiences that shines a glaring spotlight
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
on our discomfort with selling.
I give them a familiar word and ask them to respond with the first word that comes to
I give them a familiar word and ask them to respond with the first word that comes to
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
mind.
You can play along right now. Here’s the word. Remember to respond with the first word that comes to mind.
Rea
You can play along right now. Here’s the word. Remember to respond with the first word that comes to mind.
Rea
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
y? The word I’d like you to respond to is, “salesman.”
The audience members start shouting out words like, sleazy, li
The audience members start shouting out words like, sleazy, li
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
ar, run away, slick and manipulator.
What did you come up with?
Whatever the word, I’ll bet you it isn’t flattering.
What did you come up with?
Whatever the word, I’ll bet you it isn’t flattering.
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
Listen to the internal dialogue we have about selling and sales.
It’s amazing we sell anything at all.
In order to
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
ell more... you need to make a shift in the language you use when talking to others about what you do.
In order to se
In order to se
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
l more... you need to make a shift in the language you use when talking to yourself about what you do.
The Language o
The Language o
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
Success provides you with a new way to think about your business and a new way to talk about your business.
Here’s t
Here’s t
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
he tip – Pay close attention to your internal dialogue about selling and sales. Do the words you use motivate you, or
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
epress you, when it comes to your business development efforts?
In the next installment of these “Language of Success
In the next installment of these “Language of Success
.
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
articles I will provide you with a different way to look at what you do so you can get in front of more quality conta
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
ts, and then “Turn those contacts into contracts, or clients, more easily and more often™.”
Copyright 2006 Ike Kriege
Copyright 2006 Ike Kriege
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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