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Advice You - The 16 Biggest Mistakes New Salespeople Make
There are only three ways to sell more. Do more right. Do less wrong. Do both.
Here is a list I have compiled during my 35 year sa
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
les training career. that will help you understand the most frequent mistakes new salespeople make.
Selling can be a difficult and c
Selling can be a difficult and c
; 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
allenging career if you don’t master many of the skills and attitudes necessary for success. The price of failure is always higher t
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
han the price of success. Fail to learn the necessary skills and you could be looking for a new job or career, master them and you c
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
n write your own ticket to the stars. Even if you have been in sales for many years and are reasonably successful, maybe even a sale
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
super star, you might want to review the following to see where you might benefit from some minor improvements or adjustments.
The
The
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
following list is in no particular order of importance. Not doing or having any one of them could contribute to your demise. You wil
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
also notice that many in the list are either directly or indirectly related to or impacted by others in the list.
1.The inability t
1.The inability t
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
o cope with, handle or overcome rejection and failure.
2. The inability or unwillingness to control your attitudes no matter what is
2. The inability or unwillingness to control your attitudes no matter what is
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
going on around you in your organization, the economy or the world.
3. Talking too much. Going into a verbal diatribe or feature du
3. Talking too much. Going into a verbal diatribe or feature du
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
p delivering more information than the prospect or customer wants, needs or can handle.
4. Giving product or company focused rather
4. Giving product or company focused rather
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
than customer focused presentations.
5. Not effectively managing time, resources or your territory.
6. Focusing on what is wrong, m
5. Not effectively managing time, resources or your territory.
6. Focusing on what is wrong, m
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
ssing, broken or what you can’t do rather than on what is working, right or you can do.
7. Not building your self-esteem. A poor se
7. Not building your self-esteem. A poor se
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
lf-esteem can have a negative impact on your prospecting and probing skills, your closing ability and your negotiating confidence.
8
8
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
Poor listening skills.
9. Prospecting too low in the organization.
10. Giving information before you get information.
11. Lacking
9. Prospecting too low in the organization.
10. Giving information before you get information.
11. Lacking
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
passion for what you sell, what you do or your organization’s mission or purpose.
12. Are transaction rather than relationship focus
12. Are transaction rather than relationship focus
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
ed.
13. Don’t ask for the business.
14. Losing control of the sales process. Letting the customer or prospect take over.
15. Keep
13. Don’t ask for the business.
14. Losing control of the sales process. Letting the customer or prospect take over.
15. Keep
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
nadequate or poor sales records. Or the failure of carefully evaluating the records you are keeping.
16. Project your buying prejudi
16. Project your buying prejudi
.
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
ces into the sales process.
A lot to think about, yes but if you want to become a sales super star these would be a good place to st
A lot to think about, yes but if you want to become a sales super star these would be a good place to st
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
rt. Want answers to these and other sales issues and challenges? Read my best selling books: Soft Sell and Your First Year in Sales
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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