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Advice You - Five Crucial Things You Forgot About Selling
I remember signing up for a seminar at USC taught by the incomparable Donald C. Bryant, a Professor Emeritus from the University of Iowa.
It was one of the smartest moves I ever made as a graduate student, becau
It was one of the smartest moves I ever made as a graduate student, becau
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
se, arguably I did my best scholarly writing under his guidance.
More than simply edifying, this experience was nearly transcendental. There were only a handful of us in this doctoral seminar, and it was rare co
More than simply edifying, this experience was nearly transcendental. There were only a handful of us in this doctoral seminar, and it was rare co
; 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
mpany, indeed.
In a telling comment, one of my peers looked at me as the first session was about to get underway, and he whispered with reverence: “This guy has forgotten more than most scholars will ever know!”
In a telling comment, one of my peers looked at me as the first session was about to get underway, and he whispered with reverence: “This guy has forgotten more than most scholars will ever know!”
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
Of course, it was a compliment.
The best salespeople have also forgotten more than mere amateurs will ever know.
But even the best need to prepare their “lectures” or sales performances, too, and this means g
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
ing over what has become hazy, or has been pushed out of our routines.
Here are five crucial things most salespeople have forgotten:
(1) With new clients, you always have to establish your credibility, right aw
Here are five crucial things most salespeople have forgotten:
(1) With new clients, you always have to establish your credibility, right aw
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
ay.
Just this week, after having communicated by phone and email with a prospect, I sat down with her and her associates, and after making some small talk, she said: “So, Gary, why don’t you tell us about your b
Just this week, after having communicated by phone and email with a prospect, I sat down with her and her associates, and after making some small talk, she said: “So, Gary, why don’t you tell us about your b
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
ackground in this field, and how long you’ve been doing it.”
For just the slightest second, I thought, “Didn’t you read the materials I sent you?”
She was doing me a favor, though. We all need to explain why a
For just the slightest second, I thought, “Didn’t you read the materials I sent you?”
She was doing me a favor, though. We all need to explain why a
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
d how we’ve earned the sales opportunity that is before us. What makes us uniquely qualified to win their business? Prospects want to know and need to know, and it’s all too easy to assume our reputations precede
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
us. If you’re leaving a Credibility Step out of your selling, and many of the most experienced sellers do, then put it back in!
(2) When possible, listen more than you speak.
Ask questions, not only because yo
(2) When possible, listen more than you speak.
Ask questions, not only because yo
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
u’ll get prospects to disclose needs. Ask because you really don’t know this person’s specific situation. Minimally, new prospects don’t think you know them, and they expect you to make an investment to get bette
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
acquainted. Also, by listening more, especially at the beginning of the encounter, you send a signal of respect that suggests that after the order is taken, you’ll still be respectful when servicing the client.
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
You may think you’ve heard it all, but you haven’t. Even if you have, give yourself a chance to be surprised and to learn something new.
(3) Don’t wing-it!
You must sound organized to come across as expert in y
(3) Don’t wing-it!
You must sound organized to come across as expert in 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 field. Allowing happenstance or the client to take complete control of the situation is foolish and it usually backfires. They can’t sell what you’re offering better than you can, and most prospects will 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
close themselves. If you have a basic presentation that you follow, stick to it as much as you can, while still providing enough give-and-take to LISTEN, as mentioned, above.
(4) Never get too chummy with the pr
(4) Never get too chummy with the pr
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
spect.
Some prospects are more charming and disarming than we are! They can beguile you into disclosing your manufacturing costs, competitors’ names, and miscellaneous weaknesses and disadvantages that you would
Some prospects are more charming and disarming than we are! They can beguile you into disclosing your manufacturing costs, competitors’ names, and miscellaneous weaknesses and disadvantages that you would
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
n’t bring up in a confessional. Recall that World War I poster that said: “Loose lips sink ships!”
Reveal enough to be personable, but take care of the business at hand, first and always.
(5) Remember the ABC’s
Reveal enough to be personable, but take care of the business at hand, first and always.
(5) Remember the ABC’s
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
: Always Be CLOSING!
You can lead a client to water, and you CAN make him drink!
The way to do this is by closing, by asking for the sale in a stylized, effective way.
“I think we’ve covered everything, so let
You can lead a client to water, and you CAN make him drink!
The way to do this is by closing, by asking for the sale in a stylized, effective way.
“I think we’ve covered everything, so let
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
s get you started with this program and I know you’ll be pleased, Okay?”
If you hear an objection after closing once, address it as well as you can, and then, CLOSE AGAIN!
Because you’ve been using closes for s
If you hear an objection after closing once, address it as well as you can, and then, CLOSE AGAIN!
Because you’ve been using closes for s
.
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
o long you might become unduly cynical about them, believing that clients will be aware of your techniques or resistant to them, or that they’ll lose effectiveness over time.
Not true.
In my hometown, they used
Not true.
In my hometown, they used
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
to joke, “Vote early and vote often!”
In selling, close early and close often!
Refresh yourself on these five practices before each and every presentation, and you’ll return to and stay at the top of your game
In selling, close early and close often!
Refresh yourself on these five practices before each and every presentation, and you’ll return to and stay at the top of your game
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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