Advice You - Business

Selling is a Process! If you miss, leave out, ignore, bypass, or quick forward elements of the process, y

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

ou are reducing your chances of closing the sale. Our years of experience developing successful sales individual

; 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 and teams has proven there are 3 Key Areas of this process that will make or break the sale. At United Sales Tr

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

aining our most successful tool, the Skills Evaluator, has provided additional support in benchmarking our findi

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

ngs. Listed below are the 3 most important elements of the sale process.

1: Qualifying:

if you don’t kn

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

Combination pro

ow what the customer needs or wants;

if you don’t understand what motivates the customer to buy;

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

if you don’t help the customer feel comfortable by engaging him/her in conversation and clarifying your understanding of

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

their needs;

if you don’t understand who the decision maker/s are;

if you don’t confirm that your custo

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

mer could afford your product or service;

and if you don’t understand your customer’s buying cycle (time

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

parameters);

How effective or successful will you be at closing the sale?

2: As

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

king for the Sale – effective qualifying will guarantee the sale or eliminate the possibility, BUT you have to ask f

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

Following aspects would a

or the sale or you won’t get it. The customer expects you to ask for the sale. If you show uncertainty you will create uncert

dd to the challenges in developing combination products:

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

ainty in your customer. Email us to learn how our personalized selling systems will supercharge your closing averages.

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

3: Follow Up – if you do nothing else, Follow Up with the customer. If you don’t have an effective follow up s

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

ystem – GET ONE! Its amazing how much time, energy, and money go into finding a customer and how little effort is appli

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

ed to the follow up. Learn this skill and your results are guaranteed. Email us to learn more about our results driven

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

Professional from academic institutions, pharmaceutical industries, health care indust

follow up system.

These 3 skills will take you from mediocre to Exceptional.

Recap

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

:
Follow a well documented sales process.
Integrate your style and personality into the process.
Stay fo

.

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

cused on the 3 steps listed above.

Develop your skills daily.

Need a system to put it all together?

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

Companies that provide selfless information through particip

Leave your Ego on your desk and Email us for support. You work the system we guarantee the results.

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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Use the advantages of postcard advertising over other types of promotion to increase your business. Maximize your success with postcard marketing by developing a postcard advertising campaign.

How would it feel to control your career and business because you have a strong personal brand?

Great offline mainstream media exposure is an excellent way to drive traffic to a website, and using Capture the Conversation methods such as newsletter sign ups, online surveys, blogs, and webinars can engage those visitors to enter the conversation with you, rather than coming to stale corporate speak site and leaving without taking any action. The problem is most PR agencies don't have the skills necessary to Capture the online Conversation, resulting in what we call The Placement Crash.

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Advice You - Why You Didn't Get the Sale

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