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Main Subject - 7 Steps to Increasing Your Sales Power - Part 1
Looking for sales success? Sorry, you won't find the real secret at a book store. Where should you look for this secret? How about inside yourself!
I'm serious. It's right there. An amazing power you can use in sales, your personal life, and professio
I'm serious. It's right there. An amazing power you can use in sales, your personal life, and professio
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
nal relationships. It's begging you to recognize and use it.
So maybe you're thinking, "Hey...I'm cool. I've got a handle on this power thing." Maybe you do; maybe you don't. It all depends on your relationship with your mind. Unless you have a strang
So maybe you're thinking, "Hey...I'm cool. I've got a handle on this power thing." Maybe you do; maybe you don't. It all depends on your relationship with your mind. Unless you have a strang
; 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
lehold on your mind, it's probably doing its own thing with little thought for your personal success. Why? Think bureaucrat.
That's exactly what your mind is - a knee-jerk-reacting part of you that is primarily concerned with protecting its own territ
That's exactly what your mind is - a knee-jerk-reacting part of you that is primarily concerned with protecting its own territ
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
ry. Like any good bureaucrat, it:
- Loves rules
- Tends to say "NO" to almost any suggestion
- Uses fear to intimidate
- Constantly throws up barriers to discourage growth and self-improvement
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
ituation? By getting out of your mind. Or, to put it another way, "Fire the bureaucrat!" How do you fire the bureaucrat, and who takes over? I'll share the answers to these questions with you in the following Seven Steps. Read them carefully - you may
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
be entering new territory!
Step #1: Get out of your mind by dropping your defenses
Objective: Connect to prospects in a natural and healthy way.
The mind can be pretty sneaky. Without consulting you, it will often t
Step #1: Get out of your mind by dropping your defenses
Objective: Connect to prospects in a natural and healthy way.
The mind can be pretty sneaky. Without consulting you, it will often t
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
row up defense mechanisms and emotions that hinder your growth and success. Outside of a knot in your stomach or tension in your neck, you may not be aware of most of them. However, if you know about some of the little tricks the mind can play, you can
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
do something about them. The following exercise will help you do just that.
Before going to see a prospect or client, summon up your power voice. You know what it is. It is the voice of respect you use when you're done messing around!
Silently or ou
Before going to see a prospect or client, summon up your power voice. You know what it is. It is the voice of respect you use when you're done messing around!
Silently or ou
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
t loud, speak these words: "Mind, I know you are trying to protect me and I appreciate it. But when I walk into Mr. Whatever's office, I want all your defenses immediately lowered. Done! Over with! Removed!"
The mind may ignore you the first few times
The mind may ignore you the first few times
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
After all, it's been in control for so long it's not going to give up its bureaucratic position easily. But that WILL change. You just have to demonstrate in a loving and consistent way that you mean business!
Within a short time, you'll experience a
Within a short time, you'll experience a
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
shift inside you. When this happens, you'll discover you are relating to prospects and clients in a way you never did before. At the same time, clients will find it easier to relate to you. It all becomes a very natural process when you get the mind o
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
ut of the way.
Step #2: Let go of all fear
Objective: Give off a confident, positive vibe. If you have no fear, chances are neither will your prospects!
After doing the above exercise, you'll probably notice a disti
Step #2: Let go of all fear
Objective: Give off a confident, positive vibe. If you have no fear, chances are neither will your prospects!
After doing the above exercise, you'll probably notice a disti
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
ct decrease in fear. However, there may still be some fear nibbling around the edges of your emotions. You want to get rid all fear, and the following "out of your mind" exercise will help do just that.
This may seem silly, but man...does it WORK!
Im
This may seem silly, but man...does it WORK!
Im
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
agine roots growing out of the bottom of your feet and into the ground. It doesn't matter if you're on the top floor of a skyscraper or standing on a sidewalk - see your roots burrowing deep into the ground beneath you.
Now you're grounded and mentall
Now you're grounded and mentall
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
y present in THIS moment.
Next see all fears turning into a dark liquid as they leave your mind (which is where they all originate and reside). See the dark fluid flowing down through your roots and into the ground. As your fears leave, you will again
Next see all fears turning into a dark liquid as they leave your mind (which is where they all originate and reside). See the dark fluid flowing down through your roots and into the ground. As your fears leave, you will again
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
feel a shift toward calm and confidence.
Now, hold your head up and move forward. You are emotionally clean and ready to meet your prospect! You will know you have eliminated all fears if you can smile and laugh naturally with your prospect.
Now, hold your head up and move forward. You are emotionally clean and ready to meet your prospect! You will know you have eliminated all fears if you can smile and laugh naturally with your prospect.
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
Step #3: Create the person you want to be
Objective: Be a polished professional who is inwardly solid instead of outwardly focused on need.
Let's say you are preparing for a sales call. You have all of your papers, literatur
Objective: Be a polished professional who is inwardly solid instead of outwardly focused on need.
Let's say you are preparing for a sales call. You have all of your papers, literatur
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
e, samples, and anything else you need organized and ready.
But wait - do you know exactly what you want to say, how you want to say it, and the response you want to receive from the prospect? If you don't, take a few minutes and organize your inner s
But wait - do you know exactly what you want to say, how you want to say it, and the response you want to receive from the prospect? If you don't, take a few minutes and organize your inner s
.
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
lf for success. See yourself as an amazingly successful person. Feel the confidence. See yourself radiating warmth and concern. Picture yourself making the best sales presentation of your life.
Forget about the prospect. This is for you! When you step
Forget about the prospect. This is for you! When you step
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
forward, do so without doubts, judgment or concerns. This is the powerful YOU!
Stay tuned for Part 2
In Part 2 of this article, we will address the remaining four steps to increasing your sales power.
Copyright 2007 -- Michelle Rig
Stay tuned for Part 2
In Part 2 of this article, we will address the remaining four steps to increasing your sales power.
Copyright 2007 -- Michelle Rig
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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