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Advice You - Sales Sucess Tip - Be a Problem Solver
What exactly is a good salesperson? A good salesperson is someone who helps to solve the problems of others. As a good sale
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
sperson, you wouldn't dream of selling someone something that they either didn't want or didn't need…right? So if you have 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
Examples of combination products may in
product or service that solves a problem, then you are really just a helper.
As a problem solver and a helper, your most po
As a problem solver and a helper, your most po
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
werful weapon is a question. Not only does it help you to determine the true needs of your prospects, but it also helps to b
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
ild rapport. Wouldn't it be nice to have your prospects thinking that you truly care about their situation rather than just
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
selling them your product or service regardless of whether or not it is a good fit?
It's also a wonderful way to have your p
It's also a wonderful way to have your p
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
rospect do your selling for you. By working your way through a well thought out series of questions, you not only get to the
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
heart of your prospect's needs and eventually their wants, but you don't waste valuable time, energy and goodwill by discuss
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
ng aspects of your product or service that are of no interest whatsoever to your prospect.
Imagine that you go to your docto
Imagine that you go to your docto
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
r's office because you have a sore throat. Now, imagine that the doctor asks you no questions, but tells you that he has a b
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
rand new drug for hypertension that is the absolute best he has ever seen. "This is definitely a breakthrough in treating hi
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
gh blood pressure…none of the side effects of the other drugs. I recommend it highly. Would you like a 30 or 60 day supply?
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
Well, if you are like me, not only would you not be buying the latest and greatest new wonder drug, but you would quickly b
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
e looking for a new doctor, because my feeling would be that not only was he trying to sell me something I didn't want or nee
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
d, he also had no interest in what I DID want or need.
It's the same with your prospects. If you ask enough of the right qu
It's the same with your prospects. If you ask enough of the right qu
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
estions, you'll not only find out what the problem is, you'll also find out what the prospect wants or needs in the way of a
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
olution and you will have at your disposal all the information you need to help them solve their problem and close the sale o
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
f your product or service.
Don't approach your prospects with a laundry list of why they need you. Find out what they need
Don't approach your prospects with a laundry list of why they need you. Find out what they need
.
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
and want and then provide it. When you tell your prospects that they need your product, you are simply a salesperson hawking
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
your product. When the prospect tells YOU that they need your product through effective questioning, it is simply the truth
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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