Main Subject - Business

How well do you present yourself and your company to a prospect? Are you too busy bashing your competition to tell your prospect what YOU have to offer? Stop telling your prospects that you’re the best choice and show them you are with an approach that yo

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

ur competition won’t be able to duplicate! Forget about the competition!

There are two methods of presenting yourself to a prospect:

A. Speak negatively about their current vendor to make your own company look good in comparison.

B. Show off you

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

Examples of combination products may in

innovative concepts and solutions to present your company in a new and extraordinary way, without comparing yourself to the competition.

Which option do you think will most likely lead to a sale?

I hope you chose B.

For some reason, many salespeo

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

ple think that speaking negatively about their competition will make themselves look great in comparison. They see their prospect admitting their dissatisfaction with their current vender and running to you, their new hero, with open arms.

In the real wor

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

d, this doesn’t happen. Speaking negatively about your prospect’s current supplier will only evoke negative emotions. This will actually distance you from your prospect and the possibility of making a sale.

Consider common questions you may ask yo

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

Combination pro

ur prospect with method A:

-Are you paying too much?

-Are there hidden charges that you didn’t notice?

-Are you getting the type of service that you deserve?

All of these questions will produce negative emotions from your prospect. You will make your p

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

ospect feel ignorant and misinformed about a decision they made in the past, and make them feel stupid for doing business with their current supplier. What gives you the right to come into their office and start pushing buttons to make them feel this way?

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

Show that you are different

Basing your entire sales presentation on your competitor’s shortcomings will not only make your prospect feel bad, it will also make you look bad, because the approach is amateurish and lackadaisical. Customers know tha

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

it takes creativity and preparation to make an original and valuable presentation.

If you want your prospect to think you are different from your competition, then you must bring something new to the table. Don’t ask the same questions and use the same c

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

omparison technique that other salespeople use. Find out what makes you different and let that be the driving force behind your presentation.

What do you have, other than price and service, to single you out from your competition?

Do you have something t

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

at will make them more profitable in their business?

Do you have a unique concept that your future customers would enjoy hearing about?

Of course you do! Now use it!

Once you decide what your creative focal point should be, construct your entire present

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

Following aspects would a

tion around it. Put those negative comments on the back burner and get excited about your creative approach to the sales presentation! Your enthusiasm and preparation will carry you from the initial phone call all the way to the signing of the contract.

dd to the challenges in developing combination products:

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

Take it to the top

Choosing a presentation that is different from your competition will give you the distinction you will need to set up an appointment with a prospect at the top of an organization.

With this attention, you will be in a position to

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

speak with someone from the company who is not bound by existing budget restraints and has the power to make the decisions necessary to award you with business.

Without this distinction, you would be stuck speaking with an administrator of the company, who

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

would probably be more concerned with price than fresh business concepts. Their lack of authority and desire to make radical changes will often bring up obstacles that you are most likely used to dealing with. These can include current contracts that hav

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

yet to expire, budget restraints, and the lack of gumption to alter the status quo.

Those who actually run companies are interested in new concepts that can make their business more profitable and more productive. Coincidently, these people are the ones

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

Professional from academic institutions, pharmaceutical industries, health care indust

with the authority and desire to make changes when they have a compelling reason to do so.

Having a presentation that is positive and focuses on your innovative solutions and ideas will grab the attention of the actual decision maker. By abandoning the ol

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

fashioned presentation method of using comparisons, you will mark yourself as a leader in your industry. You will be seen as an expert in your field and will win sales at margins that support the level of service that your customer expects. In this posit

.

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

ion, you will be practically untouchable by your competition.

Your prospects will see that the creativity and preparation of your presentation reflects your business practices. They will assume that you will be just as unique and thorough in their fulfill

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

Companies that provide selfless information through particip

ent and service after the sale. This will separate you from the competition and facilitate a level of trust and loyalty that can’t easily be matched. Because of your presentation, YOU will get the attention of the decision maker, and YOU will get the sale

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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Performance appraisal is one of the popular concepts among the multinational and local companies. The concept has been defined by DeVries et al., (1981) as the process which allows firms to measure and consequently evaluate an employee’s achievements and behavior over a certain period of time. The basic purpose of using performance appraisal techniques within an organization is to align the employee’s efforts with the overall objective of the firm.

Motorcycle Shops must sell motorcycles to insure their success. They must get new clients in, sell them bikes and treat them well so they come back for service, accessories and tell all their friends. Once the referral networks get going and the word-of –mouth advertising a motorcycle shop can do a bang up business. But first they must get customers in the door.

The stars in any field know what they are doing and why and how. Executives, financial analysts and techies have this characteristic in common with top golfers and Tiger Woods and Michelle Kwan. They achieve results by applying proven techniques to whatever problem they tackle. This article outlines 6 key approaches when applied can lead to better presentations, produced more efficiently.

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