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Main Subject - Secrets of Creating Instant Rapport with Anyone, Part 2 - The Magic of VAK
In Part 1, we looked at ways to mirror and match the actions of other people. This time, we will examine sense modalities and show how you can use them to create Instant
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
Rapport.
Most of us are blessed with five senses, which we use to receive information from the world around us. Neuro Linguistic Programming (NLP), among other things, s
Most of us are blessed with five senses, which we use to receive information from the world around us. Neuro Linguistic Programming (NLP), among other things, s
; 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
udies the relationship between language and brain function.
NLP has determined that some people are primarily visually oriented (V). Others are more auditory (A). And so
NLP has determined that some people are primarily visually oriented (V). Others are more auditory (A). And so
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
e are more in touch with their physical feelings and emotions, or what is termed kinesthetic (K). From this, we get the term VAK.
USING VAK
You can tell which sensory m
USING VAK
You can tell which sensory m
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
de someone prefers to use by listening the words they say.
Visuals think in pictures and the language they use reflects that. They might say, “I see what you mean,”” I g
Visuals think in pictures and the language they use reflects that. They might say, “I see what you mean,”” I g
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
et the picture” or “That looks good to me.” In a sales presentation, a Visual prospect might say,” Show me what you’ve got.”
An Auditory might say, “That sounds good,” “
An Auditory might say, “That sounds good,” “
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
hear what you’re saying” or “That rings true.” During a staff meeting, an Auditory might say,” “Let me hear your idea.”
A Kinesthetic will “Want to get a handle on some
A Kinesthetic will “Want to get a handle on some
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
hing,” “Try it on for size” or “Have a gut feeling.” If your are making a proposal to a Kinesthetic, he or she might say, “Lay it on me.”
The key then, to creating Insta
The key then, to creating Insta
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
t Rapport with each of these types is to use language that they can understand and relate to. To do otherwise would be like going to Germany and refusing to speak German,
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
even though you know the language.
If you say to an Auditory, “Do you see what I mean?” they won’t. But if you ask, “Do you hear what I’m saying?” they probably will. N
If you say to an Auditory, “Do you see what I mean?” they won’t. But if you ask, “Do you hear what I’m saying?” they probably will. N
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
t only that, they’re more likely to agree with you because you are speaking their language.
And when you speak their language, you create rapport.
VAK IN BUSINESS AND S
And when you speak their language, you create rapport.
VAK IN BUSINESS AND S
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
LES.
In a sales situation, or any other time that you are trying to convince someone to do something, present your pitch or idea in a way that is most compatible with th
In a sales situation, or any other time that you are trying to convince someone to do something, present your pitch or idea in a way that is most compatible with th
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
way someone’s brain works.
Visual people want to see pictures of the product or, if possible, the product itself. They find graphs and charts more convincing than the w
Visual people want to see pictures of the product or, if possible, the product itself. They find graphs and charts more convincing than the w
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
ords you say.
An Auditory will prefer to hear what you have to say and will note how you say it. Do you speak with an air of confidence and authority, or does your voice
An Auditory will prefer to hear what you have to say and will note how you say it. Do you speak with an air of confidence and authority, or does your voice
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
betray uncertainty, fear or deception?
A Kinesthetic will want to touch the product or hold the brochure or chart. Let them do this. If you need to point out something o
A Kinesthetic will want to touch the product or hold the brochure or chart. Let them do this. If you need to point out something o
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
the product or brochure, don’t take it away from them. Have a second one for yourself.
When using VAK, keep in mind that almost nobody uses any one sense modality to th
When using VAK, keep in mind that almost nobody uses any one sense modality to th
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
exclusion of others. There is usually a mix. Also, the primary modality may change, depending on the situation. So always listen for the verbal cues to determine which s
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
ensory mode is dominant at the moment and adjust your language accordingly.
Even so, there is usually one sense in particular that someone prefers to the others. Once yo
Even so, there is usually one sense in particular that someone prefers to the others. Once yo
.
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
discover what it is, and use that knowledge wisely, you have one more key to Instant Rapport.
And once you have rapport, getting what you want becomes that much easier.
And once you have rapport, getting what you want becomes that much easier.
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
Adapted from the new book “Power Persuasion:” Using Hypnotic Influence to Win in Life, Love and Business,” by David R. Barron and Danek S. Kaus
Copyright 2005 Danek Kau
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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