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Advice You - Boost Your Sales With These Proven Responses
When five years ago I was faced with having to sell my services for the first time I was terrified. I hated asking for the sale. I dreaded the part where my potential clients inevitably came up with objections why they couldn’t use my services.
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 rdana,arial,helvetica size=-1>I’ve since learned that lack of objections is not necessarily a good thing. In fact, I now welcome it when prospects tell me “why they can’t”.
Frankly, when a potential client shares his reasons why he or she hesitates to take advantage ; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.
Examples of combination products may in of my offer, to me it’s a sign of two things; one – they are interested in my services, and two – I’m getting closer to closing the deal.
But many professionals find “overcoming” objections and “closing” the deal stressful, unpleasant and “pushy”. If that’s you I wa lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
nt to share with you two lessons that helped me develop a different mindset around this.
First, a “no” doesn’t always mean “no”. Mostly it simply “not now” or “I don’t have enough information to say yes.”
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe e=-1>Second, you can’t “overcome” your prospect’s objections – but you can give them information and tools that allow them to make a new decision.
If you too experience anxiety around “closing sales” here are my favorite responses to the top five objection d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro your prospective clients are likely to raise.
OBJECTION #1: I HAVE TO THINK ABOUT IT
--> "I don't blame you. Hiring a can be a bi 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 g decision. Can you share with me what specific aspect of my services you are concerned about?”
--> “Yes, I can see how this can be a big decision. You know I found that typically my clients are initially concerned with one of the three things: is the problem import 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 nt enough to solve it now, is this the right solution for your situation, can you afford the solution? Which one of those concerns you the most?”
--> “Hmmm... I see. Let me ask you… Let’s say we get started on this project – what are the downsides?”
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically =center>OBJECTION #2: I HAVE TO TALK TO MY PARTNER ABOUT IT
--> ”Great. What kinds of questions do you think they might they ask?”
--> “Good idea. I always discuss 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 decisions like this with my partner (or spouse). But let me ask you a question – what will you do when your partner doesn’t like the idea of us moving forward with this?"
OBJECTION #3: IT'S TOO EXPENSIVE
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi tica size=-1>--> “Expensive comparing to what?”
--> “Yes, it’s a sold investment. I tell you what - I know this is only worthwhile if you produce solid results, right? What's the one result you would want to be absolutely sure we could produce in the next ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.
Following aspects would a ths six days, 90>that would have you really happy you hired me? … Great- why don't we make this our top priority and get started right away?”
--> “Not really. How does this price compare to what it’s costing you to do nothing about this problem?”
dd to the challenges in developing combination products:
Which markets to tap where the combination products can do fairly well?
Which combination prod e=Verdana,arial,helvetica size=-1>--> “Frankly, that’s exactly why you need me.”
OBJECTION #4: I SHOULD BE ABLE TO DO IT ON MY OWN
--> “Hmmmm…how long have you been dealing with this issue? I cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin you haven’t solved it on your own so far what makes you think you can do it now?”
--> “Yes, I suppose you could. But let me ask you something – when was the last time you saw (heard) of a heart surgeon performing an open heart surgery on himself?
tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen e=Verdana,arial,helvetica size=-1>--> “With all the respect…I must disagree. If you thought you could solve this problem on your own we wouldn’t be talking right now. Tell me, how would things be different if you could rely on an unbiased opinion to give you a fresh perspective of this problem?”
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 er>OBJECTION #5: I DON'T HAVE THE TIME RIGHT NOW
--> “Yes, it will take some time to address this issue. How much more time per week could you devote to other, revenue-generating activities if you could eliminate dea ping new procedures for reviewing their safety, efficacy and quality.
Professional from academic institutions, pharmaceutical industries, health care indust ing with this problem on ongoing bases?
--> “That’s funny; you just told me it takes you 10 hours a week to deal with this problem – wouldn’t it make sense to hire someone like myself and solve it so that you can use your time on more productive tasks?”
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products NT face=Verdana,arial,helvetica size=-1>--> “Wow, if you are that busy and you are still not getting the results you want perhaps it would make sense to start the project by helping you better prioritize your activities and leverage your time more effectively?”
Thes .
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 e are only a few examples of responses I found helpful in getting to a “yes” in negotiating a sale. Rather than trying to memorize those specific sentences learn the underlying concept.
On objection is a cover for a deeper concern. By voicing it your prospect elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.
Companies that provide selfless information through particip gives you an opportunity to address it and provide information to eliminate it. So quit trying to prove your point and instead ask thought provoking questions. I think you will be pleasantly surprised by the outcomes ;-)
(c) 2004 Adam M. Urbanski
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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