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Main Subject - Do Your Clients Treat You The Way You Want To Be Treated?
Never underestimate how important personal responsibility can be in influencing our lives, and how much power it gives us to effect change. Remember this: we train and condition people to treat us the way we want to be treated.
Consider, for example, the use of sales and discounts. How often do you hold yourself true to your word when you offer someone a limited-time discount? It’s a ti
Consider, for example, the use of sales and discounts. How often do you hold yourself true to your word when you offer someone a limited-time discount? It’s a ti
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
me-honored tradition to offer a customer a discount on a sale when nearing month’s end—an incentive to buy now rather than later. It comes implicitly with a threat:
I can only offer you this discount if you buy before April 30th, after that, it’s back to full price.
Let’s be honest: if that customer calls back on May 5th demanding the discounted price, how likely are you to give it to
I can only offer you this discount if you buy before April 30th, after that, it’s back to full price.
Let’s be honest: if that customer calls back on May 5th demanding the discounted price, how likely are you to give it to
; 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
them? This behavior is the kind that conditions customers—establishing a precedent that they’ll expect again and again—that your limited-time offers are anything but limited and that a lower price is something they can demand all the time.
In our society, another way that we can inadvertently train others is when we don’t appear to respond at all to undesirable behavior—when we’re silen
In our society, another way that we can inadvertently train others is when we don’t appear to respond at all to undesirable behavior—when we’re silen
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
t. For example:
A banker—let’s call him John—was having staff problems at his branch. When his employees did something that he didn’t like, John wouldn’t say anything, hoping that his silence would make a point. Instead, it had the opposite effect—employees kept repeating the undesirable behavior.
Likewise, if a customer yells at us and we don’t say anything, we’ve just rewarded this p
A banker—let’s call him John—was having staff problems at his branch. When his employees did something that he didn’t like, John wouldn’t say anything, hoping that his silence would make a point. Instead, it had the opposite effect—employees kept repeating the undesirable behavior.
Likewise, if a customer yells at us and we don’t say anything, we’ve just rewarded this p
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
erson’s behavior—signaling that it’s okay to treat us that way. Customers notice silence. Often, they interpret it as agreement or consent when, in fact, it’s meant to convey disagreement. That’s why many people who have an aversion to conflict often find themselves knee-deep in one, despite their best efforts.
We can even train ourselves as well as others to deny the truth. Have you ev
We can even train ourselves as well as others to deny the truth. Have you ev
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
er intentionally arrived late for a meeting because you knew from past experience that it wouldn’t start on-time? If you’re nodding your head in agreement, congratulations: the person who chairs those meetings has trained you and the other attendees. Your behavior has changed because of an expected outcome.
Here’s another example:
Laurie, a government sales rep for a major software com
Here’s another example:
Laurie, a government sales rep for a major software com
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
pany was overseeing the implementation of a new software system at her client’s site. This project required weekly project meetings that required the attendance of the entire project team. People were regularly late, so the meetings were never constructive. Laurie set her mind to fixing this problem. First, she admitted to her customer that she was responsible for the meetings starting l
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
te. Second, she emphasized that, in the future, meetings would always start on time, regardless of the number of attendees. Third, she started all meetings at the exact designated time—even if hardly anyone was present—and continued through the agenda without any retracing for the late attendees. When the late arrivals requested a review of the missed information, Laurie refused. This ac
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
tion trained the entire project team about how to deal with Laurie’s meetings. It took only a few meetings before everyone began showing up on time.
Look at your own work habits. How are you training people to deal with you? What are you training people at work and your customers to do? For example, if you ask your manager to be honest with you and subsequently become defensive when the
Look at your own work habits. How are you training people to deal with you? What are you training people at work and your customers to do? For example, if you ask your manager to be honest with you and subsequently become defensive when the
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
y do…what happens? Your action (or reaction) might train someone to be dishonest with you.
Bill had a sales manager who was lying to him repeatedly. While he kept demanding that the manager tell him the truth, it never seemed to work. After discussing the matter with Engage Selling Solutions, Bill spoke to the sales manager and asked him: “What is it about me that makes you feel uncomfo
Bill had a sales manager who was lying to him repeatedly. While he kept demanding that the manager tell him the truth, it never seemed to work. After discussing the matter with Engage Selling Solutions, Bill spoke to the sales manager and asked him: “What is it about me that makes you feel uncomfo
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
rtable about telling me the truth?” The answers to this question gave Bill some important insights about what he could do differently to develop a more truthful and productive relationship with his manager.
Getting to the truth…
In sales, by realizing how much you train and condition clients and colleagues and by taking ownership of our assumptions, you can regain control of difficult
Getting to the truth…
In sales, by realizing how much you train and condition clients and colleagues and by taking ownership of our assumptions, you can regain control of difficult
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
situations. It puts an end to the blame game. When we don’t blame someone, that person will be less likely to become defensive and more receptive to what we have to say.
In a conversation with someone, instead of saying “You make me think this,” try saying: “I have allowed myself to think this,” or “I have chosen to think this,” or even “I find myself thinking this.”
There are plenty o
In a conversation with someone, instead of saying “You make me think this,” try saying: “I have allowed myself to think this,” or “I have chosen to think this,” or even “I find myself thinking this.”
There are plenty o
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
f ways to convey ownership of your feelings and assumptions. Just do it in a style that feels right. Let’s apply that skill to everyday situations that we face as salespeople.
Here are two examples:
“I noticed that you didn’t have anything to say during the presentation. I have been thinking that you’re unhappy with the solution? What are your thoughts?”
“I noticed that you told me th
Here are two examples:
“I noticed that you didn’t have anything to say during the presentation. I have been thinking that you’re unhappy with the solution? What are your thoughts?”
“I noticed that you told me th
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
e proposal was okay. I’m thinking that you’re not really that pleased with it. Do you have any feedback to give me about it?”
…and if that doesn’t work, how to confront a prospect who may be lying
Remember the TV show Columbo—Peter Falk’s humble and unassuming character who had a knack for getting at the truth? If Columbo thought he was hearing a conflicting or inconsistent story, he w
…and if that doesn’t work, how to confront a prospect who may be lying
Remember the TV show Columbo—Peter Falk’s humble and unassuming character who had a knack for getting at the truth? If Columbo thought he was hearing a conflicting or inconsistent story, he w
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
uld rub his head and say: “I notice you said this and now you are saying that... I’m confused,” or “Could you clarify this?” It was a clever strategy. By taking responsibility for his confusion, he disarmed the other person, making them feel comfortable enough to tell him the things he needed to know.
When you think a prospect may not be telling you the truth, remember the Columbo Metho
When you think a prospect may not be telling you the truth, remember the Columbo Metho
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
d. Stick to the facts, approach a situation from the position that you are confused or unclear, give your prospect the benefit of the doubt and ask questions sincerely to gain clarification.
Here are some examples:
“I noticed yesterday that you mentioned you were looking for a product that would do X, Y and Z. Today, you are telling me that getting the lowest price is the only consider
Here are some examples:
“I noticed yesterday that you mentioned you were looking for a product that would do X, Y and Z. Today, you are telling me that getting the lowest price is the only consider
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
ation for your purchase. Did something change?
When you say you need a discount, how much do you need?
When you say you need it next week, does that mean it has to be installed next week or just that it has to arrive on your premises to be ready for installation?
I’m confused. Could you help me understand your new purchasing process?
When you say we are too expensive, what do you mea
When you say you need a discount, how much do you need?
When you say you need it next week, does that mean it has to be installed next week or just that it has to arrive on your premises to be ready for installation?
I’m confused. Could you help me understand your new purchasing process?
When you say we are too expensive, what do you mea
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
n by that?
I notice that you are hesitating over my proposal. Maybe I missed something that was important to you. What are your thoughts about this?
Regardless of the point you wish to clarify, the Columbo Method will help you get to the bottom of an issue quickly. Remember, much of what makes this approach work (and made it work for Columbo) is that you have to genuinely want to find
I notice that you are hesitating over my proposal. Maybe I missed something that was important to you. What are your thoughts about this?
Regardless of the point you wish to clarify, the Columbo Method will help you get to the bottom of an issue quickly. Remember, much of what makes this approach work (and made it work for Columbo) is that you have to genuinely want to find
.
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
the answers and demonstrate that it may well be your fault for not understanding. Only with this attitude of responsibility will your questions be perceived as sincere. If you are asking these questions as a technique to trick your prospect into telling the truth—to catch them in a lie—your tonality will be interpreted as patronizing and disrespectful.
Take ownership of your behavior an
Take ownership of your behavior an
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
d assumptions. Remember, no one made you come up with those thoughts, opinions, assumptions and conclusions. And only you can steer things right.
This article is an excerpt from our report Honesty Sells published by Steven Gaffney and Colleen Francis. If you liked this article you can purchase the e-book for 50% off the regular on-line store price by visiting http://www.honestysells.com
This article is an excerpt from our report Honesty Sells published by Steven Gaffney and Colleen Francis. If you liked this article you can purchase the e-book for 50% off the regular on-line store price by visiting http://www.honestysells.com
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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