Tags |
|
|
Links |
|
|
Advice You - Asking for the Sale
DID I ASK YOU?
The world belongs to the askers. – Brian Tracy
“I’M going to read aloud the names on your customer account list and then I’m going to ask you some
The world belongs to the askers. – Brian Tracy
“I’M going to read aloud the names on your customer account list and then I’m going to ask you some
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
questions about each one. I’ll probably be stepping on your toes a little bit. Are you ready?”
“Sure,” I said. I was in the office of my manager, Bill Smith. He’
“Sure,” I said. I was in the office of my manager, Bill Smith. He’
; 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
hired me from a competitor, given me an outside sales position and expected immediate results. I’d been with the company three months without much to show for it
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
nd Bill was getting a little impatient for me to perform. Hence, the heart-to-heart talk we were having to shed some light on my lackluster performance.
“Okay,” B
“Okay,” 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
ll continued. “Here we go. American Industries. How much do you think they spend a month for electrical supplies?”
“Uh. Well… probably about $5000.00.”
“You sold
“Uh. Well… probably about $5000.00.”
“You sold
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
them $379.00 last month.”
He looked at me and I looked at the floor.
“Okay. Next. Triple A Electric?”
“About $7500.00”
“Mm-hmm. You sold them $489.00. Next we
He looked at me and I looked at the floor.
“Okay. Next. Triple A Electric?”
“About $7500.00”
“Mm-hmm. You sold them $489.00. Next we
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
have Barton Construction.”
“Well, they’re pretty big. They probably buy around $20,000 a month.”
“You sold them $1122.00. Congratulations. It seems to be the onl
“Well, they’re pretty big. They probably buy around $20,000 a month.”
“You sold them $1122.00. Congratulations. It seems to be the onl
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
account in which you’ve broken $1000.00.”
“Thanks.”
“That wasn’t a compliment.”
“Right. Well, I see your point.”
“How about Conroe Inc.?”
“I know what you’re
“Thanks.”
“That wasn’t a compliment.”
“Right. Well, I see your point.”
“How about Conroe Inc.?”
“I know what you’re
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
driving at.” I wanted him to stop!
“Do you? Mike, are you even calling on these people?”
“Yes, sir. Yes, sir. Every week.”
“And what do you talk about?”
“Oh, y
“Do you? Mike, are you even calling on these people?”
“Yes, sir. Yes, sir. Every week.”
“And what do you talk about?”
“Oh, y
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
u know. Sales stuff.”
“Sales stuff, huh. And do you ever ask them for an order?”
“Well, yeah. Sure, I do. I think so. I mean, don’t they know that’s why I’m ther
“Sales stuff, huh. And do you ever ask them for an order?”
“Well, yeah. Sure, I do. I think so. I mean, don’t they know that’s why I’m ther
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
?”
Bill held up my account list and shook it. “Apparently not!”
He paused to let that sink in, and then he said something that has placed more dollars in my pock
Bill held up my account list and shook it. “Apparently not!”
He paused to let that sink in, and then he said something that has placed more dollars in my pock
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
t than any other single piece of advice.
“Mike, you have to ask for the order!”
That conversation with Bill Smith took place over twenty years ago, but I’ve neve
“Mike, you have to ask for the order!”
That conversation with Bill Smith took place over twenty years ago, but I’ve neve
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
forgotten it or the impact it made on my sales performance. I know that some of you reading this will be saying, “Well, duh! Any fool knows that!”
But, traveling
But, traveling
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
with other reps, I’ve seen too many make the same mistake I was making over twenty years ago. And, just as I did, they think they are asking for the order. But, th
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
y’re not. Instead, they are saying things like:
“Thanks for the business.”
Or
“Well, call us if you need anything,”
Or, even worse,
“You don’t need anything t
“Thanks for the business.”
Or
“Well, call us if you need anything,”
Or, even worse,
“You don’t need anything t
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
day, do you?”
And that’s not the same thing as asking for the order.
Only asking is asking.
Asking for the order clearly places in the customer’s mind the idea
And that’s not the same thing as asking for the order.
Only asking is asking.
Asking for the order clearly places in the customer’s mind the idea
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
hat you are there for business and that your livelihood depends on that business.
TURNAROUND TIP: Practice asking. Go into a convenience store and ask directions.
TURNAROUND TIP: Practice asking. Go into a convenience store and ask directions.
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
If you really want to be brave and risky, ask for directions to the convenience store you’re in. This will help you deal with the fear of people laughing at you wh
.
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
n you ask for something.
Every day make a conscious effort to ask for something that you are unaccustomed to asking for. Ask for help unloading the car, ask for h
Every day make a conscious effort to ask for something that you are unaccustomed to asking for. Ask for help unloading the car, ask for h
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
lp with a job, ask for help moving. (But, if you ask that last one too many times, you may lose some friends).
Just ask! Remember, the world belongs to the askers
Just ask! Remember, the world belongs to the askers
tion in industry events and feedback to regulatory authorities would be able to face the challenges and will be successful in developing combination products
HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.adviceyou.org.ua/article/39750/adviceyou-Asking-for-the-Sale.html">Asking for the Sale</a>
BB link (for phorums):
[url=http://www.adviceyou.org.ua/article/39750/adviceyou-Asking-for-the-Sale.html]Asking for the Sale[/url]
Related Articles:
Credit Card Fraud Prevention - Err on the Side of Caution
How To Increase Your Online Sales Dramatically
Why Market Research Will Help Your Business
Bookmark it:
|