Main Subject - Business

You’re probably wondering, is this some new technique or gimmick? The answer is an emphatic, no. Techniques and gimmicks are part of the problem

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

not part of a process that leads to increased sales, and long-lasting relationships that bring additional sales plus new sales from referrals. After all,

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

Examples of combination products may in

wouldn’t you rather talk to a referral than place a cold call any day? You can develop a referral based business and it begins when you make a commitment

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

to stop selling and start helping people to buy.

When you hear the words “sales person” what comes to mind? The car salesperson who asks, “What w

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

ill it take to sell you a car today?” The real estate agent that tries to convince you that this property is perfect for you even though it doesn’t meet

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

Combination pro

our essential criteria. Perhaps you think of the insurance agent that tells you that you can’t afford not to buy this insurance if you care about your fa

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

ily, even though they haven’t asked you a single question about your perception of the value of this insurance to your family. You know that you do not w

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

ant to be this “sales” person. You know that while these sales tactics may work, they will never help you to grow a base of loyal customers that come bac

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

to you for repeat sales and freely send referrals to you.

Many of you have had extensive “sales” training. The truth is that most of that traini

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

g was related to product/service knowledge and prepared you to present a scripted presentation intended to have them eating out of your hands. So, how’s

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

hat working for you? That’s what I thought. If that alone worked so well you would have stopped reading long before this point.

So how do you stop s

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

Following aspects would a

elling and increase your revenues? The answer comes from learning how to help people to buy rather than selling to them. The most significant differ

dd to the challenges in developing combination products:

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

nce between selling and helping someone buy is the mental mind set that comes from being an “assistant buyer” versus a “sales person”. An “assistant buye

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

” doesn’t sell anyone anything ever! An “assistant buyer” is an expert listener and focuses the conversation on the buyer, on their needs and wants. The

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

“assistant buyer” helps the customer to buy exactly what they want in the exact manner that they have told the “assistant buyer” that they like to buy!

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

hat sounds remarkably easy doesn’t it? It is, once you’ve learned how to readjust your thinking and interaction with the customer in a manner that helps

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

Professional from academic institutions, pharmaceutical industries, health care indust

hem to both like and trust you.

Start developing your assistant buyer skills today. As an assistant buyer you will want to: become a net-weaver h

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

elping others and making connections, learn that questions are the key to sales, place the needs of others ahead of your own, seek first to understand and

.

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

then to help, be trustworthy and respected by everyone around you, and realize that you are making lifetime relationships. As you make changes and improv

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

Companies that provide selfless information through particip

ments in your skills you will begin to achieve remarkable sales while building strong relationships that lead to your long-term success with far less work

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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Once upon a time, business schools taught us classical marketing, strategy, and sales models and defended those models with research and case studies. For today’s entrepreneurial leaders, those approaches may do more harm than good. Leaders who are being pressured to re-energize a fledgling corporate division or want to increase the odds of launching a successful startup cannot afford to ignore this time-tested advice from Guy.

The Customer from Hell is everyone's worst nightmare. There are though right and wrong ways to deal with them and the route you choose can mean the difference between them leaving happy or vowing never to spend another penny with your company again. Here are some suggestions that may help you the next time you're faced with this challenging situation.

You have the requisite knowledge, skills, and abilities to succeed and yet, you're still earning a pittance. If this sounds sadly familiar, what you need is a definite change in attitude to have a brighter future.

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Main Subject - Stop Selling & Watch Your Revenues Soar

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