Main Subject - Business

Hurting your sales efforts can be accomplished easily with the proper guidance. The following effective yet simple ideas are designed to generate results when implemented into your sales strategy.

• Don’t listen to what your clients are saying.

You are th

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

e expert and prospects should be happy that you have been able to set aside some time for them. Spend your time talking more than asking questions and listening. Try to not answer as many of their questions and concerns as possible, this turns the focus awa

; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.

Examples of combination products may in

from you and on to the customer. Above all keep talking up the features of what you are offering as one of them may somewhat meet the client’s needs.

• Don’t target your customers effectively

Selling is a game of numbers although some odds may be higher

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

than others. To that end remember each lead is as good as another. Dealing only with qualified and interested prospects increases sales, revenue, and profit ratios but cuts down on prospecting time, prospecting of course being the name of the game. Kudos to

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

whoever realized that prospecting should be 75%-80% of your career and actually selling should be 20%-25%. This may seem backwards and counterproductive if you really examine this formula but the founder of this principle is a genius I am sure.

• Work towa

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

Combination pro

rds improving your situation and not the client’s

Listen, you wouldn’t be in business if clients didn’t exchange their money for your services. Knowing that, make as much money as you can from the client in as short a time as possible. Sell them, and then

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

ell them some more regardless of its usefulness to the client. Don’t be concerned with the future relationship or business. We can almost guarantee that you will not see this customer in the long term so no time like the present. If their checking account c

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

an handle it then have them buy it. It’s about you not them.

• Focus on how great you are and not how you can improve the clients situation in some way.

Unleash a barrage of information on the prospect regarding your awards, world class customer service,

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

utting edge this and that, and every other self determined worthwhile achievement that you can think of. If the prospect tries to interrupt with anything resembling a “what’s in it for me” attitude pour on some more. They have not been sufficiently impresse

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

d by you and are still concerned with what they want, use, and can afford. Sooner or later they will realize that it is all about you and will send you on your way. CONGRATULATIONS!! There is another inflow of revenue lost. You are well on your way.

• Forc

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

referrals from clients at inappropriate times

Ask for referrals before the client is comfortable with you or what you offer. If they seem reluctant make them feel guilty. Not only are you sure to not receive any referrals then but you will probably not ge

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

Following aspects would a

t them at all.

• Think of all customer interactions as battles

The more you think of clients as adversaries and less as collaborators the better the chance you have of losing them. One simple exercise is to firmly believe that it is impossible for you and

dd to the challenges in developing combination products:

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

the client to get what both of you want. One of you has to lose in order for the other to win. Organizations that employ this method are realizing substantial revenue loss and client defection daily.

• Make it hard for customers to do business with you

Th

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

is by far is the best, most easily implemented, and widely used method for sales, revenue, and profit degeneration. As this method can take many different routes to the end result you may have already implemented some portions without realizing it. Are any

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

f these already hard at work undermining your organization?

Do not return phone calls or emails in a timely manner or at all in some cases.
Whether a customer wants to use your service, ask a question, or solve an issue pass them along until

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

they give up or fall through the cracks.

Train employees to believe that once a customer has been sent somewhere they are in the clear and their job is done. Soon enough they will realize that the goal is to send the customer along and not actually pr

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

Professional from academic institutions, pharmaceutical industries, health care indust

vide a solution. No follow up internally or externally is necessary.

Focus on where the customer is wrong and keep hammering away at those points.

Make sure that each new person the client speaks to has a different story and a healthy portion of b

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

lame for someone or something else. As an extra bonus send them back to the original person they spoke to.

By all means DO NOT allow anyone the opportunity to fix a small issue before it becomes a big problem. Make your employees as well as customers j

.

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

mp through hoops of fire if they want satisfactory service.

Using any of these seven methods will turbo charge the process of “Going Out of Business” for your organization. The use of more than one increases your chances exponentially.

This is an o

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

Companies that provide selfless information through particip

pportune time to evaluate how many of these your organization uses everyday. Remember the more of these you use the faster you get results. Lowered market share, lost revenue, poor sales performance, and unhealthy profits are easily realized with this model

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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It is easy to create a loyalty program but it is very difficult to assure that the created program will work your way. Since your aim is to retain costumers and provide them the reason to keep on coming back to use your services or buy your products for as long as possible, there are several factors that your costumer loyalty programs should possess to ensure success.

Do you spend every waking hour working, and every sleeping hour thinking about it? Maybe you need to restructure your priorities and find time for your partner.

Whoever said that being a meeting planner was easy, lied! Rather, it should be classified under the tough and demanding job category. But, along with being tough, it’s also fun, exciting, exhilarat...

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