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Main Subject - How To Close A Sale Without Needing A Cute Puppy
I had an interesting call yesterday from a lady in Chicago who was looking for somebody to coach her in SPIN Selling. SPIN Selling is a useful sales model and has been highly successful for many people over th
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
e last two decades or so. However, when people ask me about any particular sales model I always ask them, ‘why that one?’ Lets face it, there are enough out there and no doubt every single one has its devotees
; 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
even if it’s only the person that dreamed it up. As well as SPIN there is, Power Base Selling, NLP Selling, Solution Selling, Consultative Selling, Funnel Selling and many more that I cannot even be bothered t
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
dredge from the far reaches of my mind.
So what makes one work and another not? Well the real answer to that is the salesperson and not the ‘technique’. Yes, all of the above have merit and yes, they all wor
So what makes one work and another not? Well the real answer to that is the salesperson and not the ‘technique’. Yes, all of the above have merit and yes, they all 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
when implemented properly but they all follow a core process that is involved in almost every sale and without knowing what that is, the rest is just fluff.
I frequently get asked about ‘closing techniques’
I frequently get asked about ‘closing techniques’
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
nd the person will always get an eye roll from me and a ‘here we go again’ look on my face. I know there are hundreds of books out there on closing the deal, I know that even the great sales Guru himself, Zig
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
Zigler has written stuff on closing, but if you are having to resort to techniques to close a deal then you haven’t done your job properly. I guarantee that if you are in a closing environment and you cannot g
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
t the job done it is not because you don’t have the right technique it is because you have missed something along the way, or something has significantly changed (maybe a new vendor has arrived on the scene) a
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
d you are not aware of it. It really is that simple
Got that? Let me say it again just for clarification.
If you cannot close a deal it is almost certainly because YOU missed something during the sales proce
Got that? Let me say it again just for clarification.
If you cannot close a deal it is almost certainly because YOU missed something during the sales proce
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
s or somebody has moved the goalposts!
I just did a search on closing techniques and came up with 50 different closes! I know there are 50 Ways To Leave Your Lover according to Paul Simon but 50 ways to close
I just did a search on closing techniques and came up with 50 different closes! I know there are 50 Ways To Leave Your Lover according to Paul Simon but 50 ways to close
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
a deal? C’mon!
Here are some genuine examples, and if you have ever used any of these I hope you are squirming with embarrassment because you certainly wont be busy counting your money.
The IQ Close – make t
Here are some genuine examples, and if you have ever used any of these I hope you are squirming with embarrassment because you certainly wont be busy counting your money.
The IQ Close – make t
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
hem think it is only for intelligent people (if course of they are intelligent they will see straight through this)
The Puppy Close – Act cute and invoke sympathy (works great with the Board of Directors)
The Puppy Close – Act cute and invoke sympathy (works great with the Board of Directors)
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
br>
Embarrassment Close – Make not buying an embarrassment (make ‘em feel bad, that always works)
Courtship Close – Woo them! (No seriously, this really exists)
Hurry Close – Go fast so that they ca
Courtship Close – Woo them! (No seriously, this really exists)
Hurry Close – Go fast so that they ca
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
’t think (buyers remorse, anybody?)
Treat Close – Make them ‘treat themselves’ (well Mr CFO, I thought I’d treat myself to that new $5m piece of software, have you got an issue with that?)
And on and on
Treat Close – Make them ‘treat themselves’ (well Mr CFO, I thought I’d treat myself to that new $5m piece of software, have you got an issue with that?)
And on and on
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
I am being deliberately cruel because I do understand some of the logic behind them (hmm, well maybe not the Puppy close) but wouldn’t it be easier not to have to worry about closing because it just happens
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
aturally? I realize that you may have to actually ask for the order but you have to ask for most things in life, it’s not really a big deal.
The key to a deal closing is the sales person understanding the pro
The key to a deal closing is the sales person understanding the pro
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
cess and just as importantly, knowing where they are in that process at any one time. If you don’t understand it or know where you are in it or if you think it’s just a case of saying ‘should we sign with my p
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
n or yours?’ then it’s time to either get out or get some help.
Good sales people are highly skilled; they are great questioners and listeners and have superb communication skills. They can build and hold rap
Good sales people are highly skilled; they are great questioners and listeners and have superb communication skills. They can build and hold rap
.
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
ort, they want to provide win/win solutions and they believe in their product. The really top people are also committed to life long learning and the ongoing perfection of their trade. (If you don’t believe me
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
go and read some Jeffrey Gitomer).
It’s not rocket science people, (unless of course you are a sales person for NASA, then it actually is rocket science) but it does require a bit of hard work and dedication
It’s not rocket science people, (unless of course you are a sales person for NASA, then it actually is rocket science) but it does require a bit of hard work and dedication
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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