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Salespeople need a balanced system of using the basic four communications to be successful in sales. This playing card system makes it easy for anyone to adopt a balanced

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

sales plan. Particularly when the business offers a suite of services or products. All you need is a deck of poker cards to get started.

Teaching a balanced sales plan is

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

Examples of combination products may in

ssential as the foundation in any business growth program. This article describes how the playing card system for strategic sales works. The system is very simple and is ea

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

y to train. All you need is a deck of cards and marking pen. You will use the marking pens to identify the strategic focus of your contact on the deck of cards. This system

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

gives you the ability to change and vary the focus of communications throughout the year. This becomes extremely valuable when a business sells a suite of products or serv

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

Combination pro

ces.

How to Set-up the Business Communication System

You start with a deck of cards. Each deck has 52 cards and four different suits (hearts, clubs, diamonds and s

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

ades). Fortunately, the deck of cards matches the 52 weeks in a year and each suit represents the four different ways we can communicate with customers. Yes, there are only

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

four basic ways we communicate with a customer.

1. Use Clubs to represent our personal contacts when you meet a prospect or customer face to face.

2. Use Diamo

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

ds to represent telephone contacts when you call a prospect or customer using the phone system.

3. Use Hearts to represent notes and letters when you communicat

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

with a prospect or customer using written communications.

4. Use Spades to represent email and text messages when you communicate with a prospect or customer using

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

a computer to communicate.

How to Rank Your Suite of Services and Products

Now take the 13 cards for each suit and decide what they represent. For example, you mus

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

Following aspects would a

t determine your top 13 services or products you want to promote and rank them highest to lowest. The highest services or products become the high cards such as ace, king,

dd to the challenges in developing combination products:

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

ueen and so forth. The numbered cards will be used to indicate their rank, so the 2 cards are the lowest ranking service you want to promote. You can use the profitability

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

f each service or product to help you decide where and how to rank your 13 options. Now that you have these ranked, you use the pen to mark the cards with these services or

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

products.

Once all the cards are marked, you can shuffle the cards and use them to balance your communications. This will help you keep a balanced plan for each contact.

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

n example might be that you draw the 10 of diamonds. This means that you will telephone your prospect or customer and focus on the service that 10 represent. If you drew th

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

Professional from academic institutions, pharmaceutical industries, health care indust

5 of spades, you should email the prospect or customer with a focus on what the 5 represents.

The Key Benefits of Balanced Communications

The key benefit of this

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

balanced strategic sales plan is when the salesperson learns to mix up and use various communications for selling. This has a dramatic impact on spreading out the different

.

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

methods of communications. When a salesperson limits their use of the four contacts, the salesperson gets stale and boring. The results of this show up when prospects and c

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

Companies that provide selfless information through particip

stomers get tired of salespeople always calling them. When salespeople mix and balance their communications, contacts generate a quicker and stronger impact, selling faster

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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Intuition is like our inner guidance system or a GPS. We all possess intuition. We didn’t exactly come into this life with a set of operating instructions, however we do have an inner road map. Each time we have a 'feeling', or what I call a 'knowing,' it's a signal that we are on the right road and headed in the right direction.

Is your resume winning you the interviews you want? If not, try this exercise to ensure yours is as perfect as it can be.

Online ecommerce with today's economy creates precaution in every prospects mind. They have become much wiser and smarter. Having the best looking website isn't all that matters. A compelling sales copy will greatly enhance your chances to generate the wealth you're looking for.

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