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Advice You - Tuning Your Listening to the Next Level
“Daddy, are you listening to me?” This sent me spluttering over my cornflakes and drizzling milk down my freshly ironed shirt. “I’m listening Bethan, honest” knowing full well that I was merely looking at my daughter and hadn’t followed a word she was saying
Shame on you Daddy.
“Sorry Bethan, what did you say?”
“It doesn’t matter now Daddy”
Gone forever that c
Shame on you Daddy.
“Sorry Bethan, what did you say?”
“It doesn’t matter now Daddy”
Gone forever that c
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
onversation and my daughter sulked for the rest of the breakfast. All because I simply hadn’t listened. I got stuck in my own little world relating everything to me and my concerns. Although I was carrying out classic active listening gestures – you know eye contact, face tilt, nodding, those little “uh uhs”, I wasn’t really listening.
But a woman is better skil
But a woman is better skil
; 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
led than us men at communicating – that’s been proven time and time again. And my daughter, at only 5, can spot when a man isn’t listening properly.
OK, I kind of got away with it this morning over breakfast…I think…I’ll wait until tonight to see if Bethan is still talking to me. But in sales you won’t get away with it, you’ll lose the sale and that’s not so good
OK, I kind of got away with it this morning over breakfast…I think…I’ll wait until tonight to see if Bethan is still talking to me. But in sales you won’t get away with it, you’ll lose the sale and that’s not so good
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
. Imagine if your customer turned round to you and said “you’re not really listening to me are you?”
That would be a killer wouldn’t it?
When practising rapport selling, not listening properly is practically a hanging offence. So how do we really do this? Two things.
One. Kick out active listening techniques. They don’t work, they’re false because just by gi
That would be a killer wouldn’t it?
When practising rapport selling, not listening properly is practically a hanging offence. So how do we really do this? Two things.
One. Kick out active listening techniques. They don’t work, they’re false because just by gi
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
ving the impression that you’re listening doesn’t add up. My daughter saw straight through me this morning and your customer will too.
Two. Just know that listening is hard work and you have to concentrate on it. Someone once said to me many years ago that listening is really tough. At the time I thought this was nonsense and argued that talking was harder. Ho
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
w could I have been so wrong. You have to literally concentrate on listening to get it right.
And when you do the rewards are immense in selling. You build a rapport quickly, you find out about your customer – their needs, wants, desires, criteria – their problems and concerns. You know when to give benefits, you know when there’s a customer concern coming up, y
And when you do the rewards are immense in selling. You build a rapport quickly, you find out about your customer – their needs, wants, desires, criteria – their problems and concerns. You know when to give benefits, you know when there’s a customer concern coming up, y
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
ou know when to close. And these things make up selling.
So how do we do it. Think 3 levels of listening – a bit like a volume control on your IPod. When you want to listen more just turn up your volume control. I know it sounds a little bit daft but I have this imaginary volume control in my head and when I’m selling or consulting with clients and I want to t
So how do we do it. Think 3 levels of listening – a bit like a volume control on your IPod. When you want to listen more just turn up your volume control. I know it sounds a little bit daft but I have this imaginary volume control in my head and when I’m selling or consulting with clients and I want to 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
urn up my listening, I turn up my volume control and this tells my brain to start listening more.
My volume control has three levels – level one, two and three. So let me tell you about these.
Level 1 listening
Level 1 listening or Internal listening is when we are listening to sounds and information around us that are just for our purposes and no one else. I r
My volume control has three levels – level one, two and three. So let me tell you about these.
Level 1 listening
Level 1 listening or Internal listening is when we are listening to sounds and information around us that are just for our purposes and no one else. I r
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
ecall September 11th and having to use Edinburgh airport to fly home. Great timing on my part eh? The airport was in chaos. There were security checks everywhere, people shouting and panicking – it was a nightmare.
There I was fully aware of what was going on and intent on getting home safely and on time. I was in level 1 listening mode and I didn’t care about
There I was fully aware of what was going on and intent on getting home safely and on time. I was in level 1 listening mode and I didn’t care about
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
anyone else. I just wanted to hear the information and sounds that would mean that I got home. I listened out for the broadcasts and particularly the words Birmingham. I kept my ears open for information that would help me and no one else.
When people talk to you, do you relate what they are saying to your experience? When someone has told you they went skiing
When people talk to you, do you relate what they are saying to your experience? When someone has told you they went skiing
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
this year did you immediately relate this to your last skiing holiday and talk about that. We’ve all done it haven’t we? Inadvertently we’re level 1 listening and thinking only of ourselves.
At level 1 our attention is on ourselves. We listen to the words of the other person but the focus is on what it means to us. At level 1 the spotlight is on me – my thoughts,
At level 1 our attention is on ourselves. We listen to the words of the other person but the focus is on what it means to us. At level 1 the spotlight is on me – my thoughts,
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
my judgments, my feelings, my conclusions about myself and others.
Have you ever been thinking about what you are going to say next? We all do this.
So turn up your volume control now to level 2 and feel the difference.
Level 2 listening
Level 2 listening or focused listening comes next.
At level 2 there is a sharp focus on the other person. You can see it in
Have you ever been thinking about what you are going to say next? We all do this.
So turn up your volume control now to level 2 and feel the difference.
Level 2 listening
Level 2 listening or focused listening comes next.
At level 2 there is a sharp focus on the other person. You can see it in
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
people’s posture when they are communicating at level 2. Probably both leaning forward, looking intently at each other. There is a great deal of attention on the other person and not much awareness of the outside world.
You are beginning to see their words and reasoning on their side of the fence. You’ve put yourself in their shoes and their world. The next ti
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
me someone tells you about their holiday, relate their experiences to them. How they saw it, what they encountered, what feelings of excitement they had.
Your awareness is totally on the other person. You listen for their words, their expression, their emotion, everything they bring. You notice what they say, how they say it. You notice what they don’t say. You s
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
ee how they smile or hear the tears in their voice. You listen for what they value. You listen for their vision and what makes them energetic.
You switch off all distractions and I know this can be difficult.
I remember one of my first sales jobs selling mortgages to clients of an estate agency in Guildford High Street. My desk was right bang in the front office
You switch off all distractions and I know this can be difficult.
I remember one of my first sales jobs selling mortgages to clients of an estate agency in Guildford High Street. My desk was right bang in the front office
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
by the door – not ideal. And if you want to see big windows you only have to go as far as your nearest estate agents.
The distractions were enormous as we were on the main shopping street in town.
But you need to tune out all distractions and focus just on your client to be successful at level 2.
Now turn up your volume control to the maximum – level 3
Level 3
The distractions were enormous as we were on the main shopping street in town.
But you need to tune out all distractions and focus just on your client to be successful at level 2.
Now turn up your volume control to the maximum – level 3
Level 3
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
listening
Level 3 listening or global listening is the ultimate Rapport Seller’s skill. At Level 3, you listen at 360 degrees. In fact, you listen as though you and the client were at the centre of the universe receiving information from everywhere at once. Level 3 includes everything you can observe with your senses: what you see, hear, smell, and feel – the tact
Level 3 listening or global listening is the ultimate Rapport Seller’s skill. At Level 3, you listen at 360 degrees. In fact, you listen as though you and the client were at the centre of the universe receiving information from everywhere at once. Level 3 includes everything you can observe with your senses: what you see, hear, smell, and feel – the tact
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
ile sensations as well as the atmosphere.
If Level 2 is an old dial up modem, Level 3 is wireless broadband with no physical connections just a room full of digital signals. We can’t see these signals but we know they’re there. Level 3 uses these invisible signals. My wife is great at level 3 listening – in fact research suggests that women are better than this
If Level 2 is an old dial up modem, Level 3 is wireless broadband with no physical connections just a room full of digital signals. We can’t see these signals but we know they’re there. Level 3 uses these invisible signals. My wife is great at level 3 listening – in fact research suggests that women are better than this
.
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
than men.
For many people this is a new realm of listening. One of the benefits of learning to listen at Level 3 is greater access to your intuition. From your intuition you receive information that is not directly observable, and you use that information just as you’d use words coming from the client’s mouth. At Level 3, intuition is simply more information.
Nex
For many people this is a new realm of listening. One of the benefits of learning to listen at Level 3 is greater access to your intuition. From your intuition you receive information that is not directly observable, and you use that information just as you’d use words coming from the client’s mouth. At Level 3, intuition is simply more information.
Nex
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
t time just try your level 3. Trust your intuition, your gut reaction, your sixth sense to hear what is not visibly there.
And next time I’m at the breakfast table stuck in my own little world listening to my daughter at level 1, I’ll just have to turn up my imaginary volume control and listen to level 3 and see the difference in her beautiful blue sparkling eyes.
And next time I’m at the breakfast table stuck in my own little world listening to my daughter at level 1, I’ll just have to turn up my imaginary volume control and listen to level 3 and see the difference in her beautiful blue sparkling eyes.
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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