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Just Other Articles - Make Your Selling Style Work Better with Today's Prospects
One theory of how to sell has never worked for me.
I call it the "Needle Nose Ned" school of selling. It's named for the p
I call it the "Needle Nose Ned" school of selling. It's named for the p
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
esky insurance salesman named Ned from the movie Groundhog Day. If you've seen the movie, you no doubt remember Ned. No mat
; 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
er what your situation is, Ned will try to sell you insurance. And if you already have insurance, he'll try to sell you mor
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
.
Salespeople like Ned are only concerned with selling you what they have available. Somewhere, sometime, someone told the
Salespeople like Ned are only concerned with selling you what they have available. Somewhere, sometime, someone told the
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
the way to sell is to ask everyone they see if they want to buy what they have. They don't worry if that person would neve
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 a need for what they're selling. They just ask, ask, ask. As if the act of asking will somehow make people want what
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
hey are selling.
The key in selling anything is to spend your time with people who have an interest in what you can do for
The key in selling anything is to spend your time with people who have an interest in what you can do for
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
them. Notice I didn't say need. A need that is ignored might as well not exist. For someone to buy from you they first must
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
be interested in what you have to offer.
There are two easy ways to know if someone is interested in your offer.
First, i
There are two easy ways to know if someone is interested in your offer.
First, i
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
they ask you questions, they're interested. It doesn't mean they're ready to buy but it does show interest. Usually, the m
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
re specific the questions become, the more interested they are.
Second, if they are willing to commit to something, they'r
Second, if they are willing to commit to something, they'r
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
interested. If they will commit to meeting with you, it's a good sign they are interested in learning more. If they commit
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
to giving you information about themselves or their business, then they probably have some interest. Maybe they're willing
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
o do some work, such as putting together some information for your meeting. That's a good sign they're interested in what y
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
u might be able to do for them.
Once someone is interested in your product or service, then you need to determine if it's
Once someone is interested in your product or service, then you need to determine if it's
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
ight for them. You ask questions and get to know them. When you determine your product or service can do what they want don
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
, then you ask for the order.
Asking for the order any sooner than that tells people you either don't understand your role
Asking for the order any sooner than that tells people you either don't understand your role
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
in the sales process or you don't care enough to help them accomplish their goals. Either way you're sending the wrong mess
.
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
ge.
The world has changed. People are more informed and more assertive. They want help in accomplishing their objectives.
The world has changed. People are more informed and more assertive. They want help in accomplishing their objectives.
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
hey want help making better decisions. They want you to earn their business by bringing them real value to the relationship
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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