Tags |
|
|
Links |
|
|
Main Subject - Remove The Barriers To That Sale - How To Get From No To Yes
A Trip to Belgium and a Lesson About Sales
As college students my husband and I backpacked trip through Europe. I still remember the lesson we learned about sell
As college students my husband and I backpacked trip through Europe. I still remember the lesson we learned about sell
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
ing we learned in Belgium.
My husband and I were searching for the PERFECT glasses for him. Glasses with style. Classy eye glasses. Round glasses whose frames were squared
My husband and I were searching for the PERFECT glasses for him. Glasses with style. Classy eye glasses. Round glasses whose frames were squared
; 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
out on the sides. Eyeglasses that we could only find in Europe.
We stopped in every eyeglasses store from England to Amsterdam. We spent hours in every one on them trying o
We stopped in every eyeglasses store from England to Amsterdam. We spent hours in every one on them trying o
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
n frames. We still hadn't found the perfect eyeglasses but we needed to mail something so we stopped at the post office.
Inside the post office was a clerk wearing the perf
Inside the post office was a clerk wearing the perf
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
ect glasses. My husband really wanted to try them on. But how do you walk up to a person and say, hey, can I try on your glasses? My husband and I looked at each other. We b
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
oth knew those were the glasses we wanted. We wondered how we could get the clerk to let my husband try on his glasses.
If They Say Yes One Time, They'll Likely Say Yes
If They Say Yes One Time, They'll Likely Say Yes
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
Again
We tried an approach we learned about getting from no to yes. The key is a series of small yesses to get to the big yes.
Make Friends Before You Make Sale
We tried an approach we learned about getting from no to yes. The key is a series of small yesses to get to the big yes.
Make Friends Before You Make Sale
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
s
People don't automatically say yes when they have no relationship with you. You must first establish a repoire. We went back to the post office. This time we told
People don't automatically say yes when they have no relationship with you. You must first establish a repoire. We went back to the post office. This time we told
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
the man we really liked his glasses. We talked about our trip. We shot the breeze a little. Then we asked him where he got the glasses. We told him about our quest and aske
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
d where he got his glasses. A small request that he would definitely agree to.
By this time he was smiling and so were we. We all felt like we were making a new friend. You
By this time he was smiling and so were we. We all felt like we were making a new friend. You
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
see when people help you, they feel good. The funny thing is by this time he was onto us. We didn't even need to ask. He offered. Do you want to try them on?
Move from
Move from
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
a Small Commitment to a Bigger Commitment
We didn't know it but the key was to get a small commitment and then move to bigger ones. Once people say yes a few times
We didn't know it but the key was to get a small commitment and then move to bigger ones. Once people say yes a few times
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
they don't want to break the streak and say no.
Direct marketers and other salespeople use this technique all the time. They start by earning your trust with testimonials,
Direct marketers and other salespeople use this technique all the time. They start by earning your trust with testimonials,
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
using your name, complimenting you in some way. Then they offer you something free that is valuable to you and costs them little (like a sample, or a newsletter, or free gui
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
de). From there they ask you to do something else. In the process you build the value of the paid offering. Since you already like ______ (insert newsletter, free sample, r
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
eport, etc) you may be interested in ________ (the thing they're selling).
Use This Technique to Sell Anything
This technique works in a variety of forms. I use
Use This Technique to Sell Anything
This technique works in a variety of forms. I use
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
d it selling cherries one summer at a farmer's market. If I could get someone to try a cherry, they would buy a bag. If they didn't try one they usually didn't buy any. I kn
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
ew I didn't want to take home a big bag of cherries at the end of the day so I made sure to offer everyone a free sample. It's much easier to sell a free sample than the who
.
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
le bag but that is the very key.
Remember this simple technique when you are selling anything. An idea. A product. An e-book.
Oh, and by the way, would you like to sign up
Remember this simple technique when you are selling anything. An idea. A product. An e-book.
Oh, and by the way, would you like to sign up
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
for the Quit Your Day Job newsletter? Learn how to make money online from a pro. It's free at www.QuitYourDayJob.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
HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.mainsubjects.org.ua/article/37201/mainsubjects-Remove-The-Barriers-To-That-Sale--How-To-Get-From-No-To-Yes.html">Remove The Barriers To That Sale - How To Get From No To Yes</a>
BB link (for phorums):
[url=http://www.mainsubjects.org.ua/article/37201/mainsubjects-Remove-The-Barriers-To-That-Sale--How-To-Get-From-No-To-Yes.html]Remove The Barriers To That Sale - How To Get From No To Yes[/url]
Related Articles:
India Outsourcing Accounting Is The Ultimate Solution To Excess Workload
Impressing Your Customers Is Easy With 3 Guaranteed Tactics
Small Business IT Consulting: What Micro Small Business Look For
Bookmark it:
|