Tags |
|
|
Links |
|
|
Advice You - Do Not Make These Top 10 Selling Mistakes!
Achievement of selling “excellence” is most often earned rather
than learned. Outstanding professionals continuously seek to
hone their skills from mistakes made and lessons learned in
pursuit of success. Professional sales people in search of
extraordinary selling competence are no exception.
There has been an on
There has been an on
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
going philosophical argument among sales
professionals whether extraordinary sales people are “born or
made”. Most think born, because few people can maintain
consistent sales generation performance within the same span
of time needed to achieve financial and motivational
stability.
Since most sales people’s comp
Since most sales people’s comp
; 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
ensation is based on actual sales
orders obtained, not good intentions or positive attitudes,
the selling profession’s relatively high rate of job turnover
is most often validated fraught with intense frustration and
an insurmountable learning curve that crosses many industries,
products and services.
Selling “sk
Selling “sk
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
ll” is best achieved via real world practice not
sales training theory, supported by guidance from others who
have taken the same career path previously and are generous
enough to share their learning experiences. This article
attempts to guide you past the “potholes” on the road to
selling success. Like most prof
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
essions, the most common
mistakes made can be boiled down to a short list of avoidable
choices many of us naturally make in our pursuit to make a
living.
10 Selling Mistakes You DON’T Have to Make!
1) Exhibiting Little Self Confidence:
There is no direct place to send you to get more self confidence. The more yo
10 Selling Mistakes You DON’T Have to Make!
1) Exhibiting Little Self Confidence:
There is no direct place to send you to get more self confidence. The more yo
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
have in selling the better. Most
importantly, the more you exhibit to your existing or
potential customer the better your product or service is
perceived by them, the greater your probability of continued
selling success.
2) “Stretching” the Truth:
No one likes getting lied to, especially someone who is about t
2) “Stretching” the Truth:
No one likes getting lied to, especially someone who is about t
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
o spend their hard earned money based on factual liberties
told to them from the sales representative. Maintain your
reputation first and foremost; it supersedes you in every
sales call. Honesty should be the first adjective you want
most of your customers to describe you with.
3) NOT Saying “I Don’t Know”, When y
3) NOT Saying “I Don’t Know”, When y
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
ou Don’t Know:
This is a classic selling mistake! Discipline yourself to admit to your customer that you don’t know about something … anything! It is most credible to say, “I don’t know, but I will find out for you”, than to try to sound like you know what you’re talking about. As you continue to practice this pr
This is a classic selling mistake! Discipline yourself to admit to your customer that you don’t know about something … anything! It is most credible to say, “I don’t know, but I will find out for you”, than to try to sound like you know what you’re talking about. As you continue to practice this pr
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
nciple, your knowledge base and your client’s perception of
your expertise will continue to increase.
4) NOT “Looking the Part”
Selling involves approaching strangers, people who have never met you before. People naturally base purchase decisions on first impressions. Look the part you are playing, or better yet,
4) NOT “Looking the Part”
Selling involves approaching strangers, people who have never met you before. People naturally base purchase decisions on first impressions. Look the part you are playing, or better yet,
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
exceed the common “image” expectation in your industry.
Always dress and groom one level above your targeted audience.
It portrays success and gives you an opening edge over your
competition. The least you can do is look like you know what
you are doing!
5) Not Knowing Your Competition:
Any business owner, much
5) Not Knowing Your Competition:
Any business owner, much
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
ess a sales person, should know this
common mistake! Think about it, all you have to be is slightly
better than your most effective competitor to get the order.
Proactively research your competitive companies, but more
importantly, master your knowledge of the specific sales
representative you actually compete wit
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
h – their habits,
strengths, weaknesses, pricing history and selling tendencies.
6) Not “Knowing” Your Product or Service:
Believe it or not, depending most on your product or service knowledge to get the order is one of the most common mistakes made in selling. Understanding the common application benefits and a
6) Not “Knowing” Your Product or Service:
Believe it or not, depending most on your product or service knowledge to get the order is one of the most common mistakes made in selling. Understanding the common application benefits and a
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
ssociated features of your offerings is critical, but
constantly regurgitating nebulous product and services details
to a customer will quickly send them to your competitor.
Mastering knowledge of your competitor’s offerings is also
critical to selling success.
7) Not “Filling Your Sales Pipeline”:
No matter what
7) Not “Filling Your Sales Pipeline”:
No matter what
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
you sell, there evolves a consistent selling
time cycle that must become an integral part of your selling
process. Knowing how long it typically takes to get a sales
order from initial contact with the target customer equals
your sales pipeline. To maintain a consistent earnings flow
you need to have a constant in
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
jection of the correct number of
new sales opportunities going into the front end of your sales
pipeline to get the guaranteed % of orders that will close
coming out.
8) Not Clearly Understanding “Rejection”:
Selling is rejection intensive. It is absolutely critical to understand and learn to appreciate that a la
8) Not Clearly Understanding “Rejection”:
Selling is rejection intensive. It is absolutely critical to understand and learn to appreciate that a la
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
ger percent of
potential new customers will reject you and your offering more
than accept it. Selling is a numbers game and unfortunately to
be successful at it you have to learn that customer rejection
is not personal and “no’s” can be as valuable as “yes’s”!
9) Ineffective Use of Your “Selling Time”:
Many avera
9) Ineffective Use of Your “Selling Time”:
Many avera
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
ge sales people spend most of there prime selling
time every day, “getting ready to get ready” … filing,
driving, typing or sitting in meetings. Typically from 8AM to
5PM a sales person has only approximately eight hours to be in
front of customers or doing what is necessary to get in front
of customers. Anything
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
that can be done “after business hours”
should be done then and only at that time.
10) Not Having a “Selling System”:
Selling is a DIS-qualification process. If you have not developed a methodical selling process of disqualifying potential customers, by systematically defining their problems, their level of commi
10) Not Having a “Selling System”:
Selling is a DIS-qualification process. If you have not developed a methodical selling process of disqualifying potential customers, by systematically defining their problems, their level of commi
.
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
ment and financial resources to
solve the problem, and addressing the purchase decision
process involved, you should stay home! Develop and use a
selling system, refine it continuously, and eventually master
it so you can leverage it over and over without needing to
think about it!
Many seasoned sales professiona
Many seasoned sales professiona
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
ls believe learning from your
own “real time” selling mistakes contributes more to eventual
career success than anything that can be learned from someone
else’s experience or teachings. That may or may not be true,
but, if you avoid these 10 common selling mistakes your path
to selling success will be much shorter
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/39982/adviceyou-Do-Not-Make-These-Top-10-Selling-Mistakes.html">Do Not Make These Top 10 Selling Mistakes!</a>
BB link (for phorums):
[url=http://www.adviceyou.org.ua/article/39982/adviceyou-Do-Not-Make-These-Top-10-Selling-Mistakes.html]Do Not Make These Top 10 Selling Mistakes![/url]
Related Articles:
Feng Shui Is Another Element In Which You Can Have The Advantage Over Your Competition
The Etiquette of Advertising Business Gifts
Exclusive Leads - SEO Strategy - VoIP Web Conference - Keys to Industrial Sales
Bookmark it:
|