Advice You - Business

I have spent a lot of my life in the business of selling. I have sold life insurance, computer software, pots and pans, beauty treatments, nutritional products,

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

clothes and training services to name bit a few. In those 30 years of sales experience one immutable fact has emerged. People hate being sold to.

However this i

; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.

Examples of combination products may in

s also at the root of one of lifes great paradoxes. Whilst we hate being sold to, we all love to buy. Buying something that we really want or that really solves

lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.

a problem is a wonderful feeling. For people running a business this presents a real dilemma.

So often the selling techniques we experience as customers seem

here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe

to be attempts to trick us into buying something we don’t really need and this practice in the past has given the entire selling profession a bad reputation. Ha

d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.

Combination pro

ving so often been the victims of these high pressure selling tactics, it’s not surprising that we are very uncomfortable when we have to sell.

So how do we sol

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

ve this paradox - Easy.

Stop Selling!!

That's right - None of us likes to be sold to - so don't sell to people. On the other hand we love to buy - but - often

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

e need help in making the right buying decision, we need someone to "Help us to Buy."

As a sales trainer years ago I developed a new definition of selling when

nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically

teaching people to sell life assurance.

Selling is Solving Peoples Problems at a Profit

It's all a matter of concentrating on under

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

standing a customer’s problem, really seeing what's in it for them, what they want to achieve and then providing them with the best solution that fits their budg

ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi

et. This applies whether you are selling online or offline, focus on helping people to solve their problem and they will be comfortable about buying your product

ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.

Following aspects would a

s.

A few years ago I did a lot of work for the Institute of Sales and Marketing Management helping set up their training division. As an association they often

dd to the challenges in developing combination products:

Which markets to tap where the combination products can do fairly well?
Which combination prod

got special exhibitor deals for trade shows and were all set to go off to one when they asked me what I thought of the promotion material.

It was a complex futu

cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin

ristic looking poster incorporating all the services they offered and took about 5 minutes to decipher. What they wanted to do was get new members and sell train

tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen

ng courses and the post was clearly trying to sell all their services. I persuaded them to shift the focus and put up two hand-written posters that read:

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

r>Double Your Sales – Free Consultation

They had salespeople queuing up at the stand for two days asking for more information and trying to get

ping new procedures for reviewing their safety, efficacy and quality.

Professional from academic institutions, pharmaceutical industries, health care indust

a free consultation from the sales trainers there. Sales people want more sales – they don’t want training courses or magazines or seminars - unless they lead t

y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products

o more sales.

What do your customers want? What problem are they looking for you to solve for them? How can you help them to buy?

When you send out a sales l

.

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

etter, when they come to your web site, visit your trade show booth, look into your shop window, pick up your brochure – what message do they see? Do they see a

elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.

Companies that provide selfless information through particip

message trying to sell them something, or do they see a message helping them to buy a solution to a need or problem?

Copyright 2005 Richelle (Rikki) Arundel, U

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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In business management inventory consists of a list of goods and materials held available in stock. Management of an inventory or Inventory management is all about handling functions related to the tracking and management of material.

The Indian retail market is evolving rapidly. It is palpable that now Indian retail industry requires lots more of fashion. The organized retailing is developing at breakneck speed. It is amicable to all that fashion is a vital part of both the retail industry as well as the brands. Fashion has led the retail industry boom and it has sustained its dominance in every malls, markets and stores.

Years ago, talking to prospects about group health insurance was a tough sell. Health insurance agents used to settle on cold calling in order to make a sale. This was time-consuming and often resulted in dead-end rejections, since many groups had some form of health insurance through their employment and were resistant to signing up for additional coverage. But nowadays, if you are an insurance agent, finding prospects is not e a hard task, because you can purchase group health insurance leads from reliable companies.

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Advice You - Stop Selling!!! – Help People to Buy

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