Tags |
|
|
Links |
|
|
Main Subject - Inside Sales Tips - Taking Your Prospect All the Way
Most closers have been taught to ask for the deal, and some actually do. After finishing a pre
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
sentation, they will say something like:
"So how does that sound?" (Weak closing attempt) or,
"So how does that sound?" (Weak closing attempt) or,
; 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
"Have I answered all your questions?" (They then expect or hope the client volunteers to buy
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
-- again weak) or,
"Would you like to place the order now?" (Slightly better, at least they'r
"Would you like to place the order now?" (Slightly better, at least they'r
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
asking for the deal) or,
"So let's get you started..." (They then wait for the prospect to s
"So let's get you started..." (They then wait for the prospect to s
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
y yes or for them to keep asking questions--still not good enough)
The problem with all these
The problem with all these
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
closing attempts (and these make up 80% or more of how most sales reps do it) is that it leav
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 the decision up to the buyer.
The top 20%, on the other hand, don't ask for the deal, rathe
The top 20%, on the other hand, don't ask for the deal, rathe
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
r, they assume it and take the prospect all the way through the close. Here's how they do it:
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
"Great ________, so let's get you started with this. You are going to need a pen and that purc
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
ase agreement I sent you. It's the document at the back in red, do you see that? Great, now go
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
ahead and start by filling out..."
See the difference? The top 20% know they are dealing wit
See the difference? The top 20% know they are dealing wit
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
qualified prospects (since they qualified them by asking the tough questions), they used tria
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
l closes so they know where they stand, have answered some questions, and now they know that i
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
's time for the prospect to buy.
But they don't leave this very important decision up to the
But they don't leave this very important decision up to the
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
rospect.
Rather they keep control the call, assume the deal, and take their prospect all the
Rather they keep control the call, assume the deal, and take their prospect all the
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
way through the close. They know that after they've done all this work, they deserve to get th
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
deal and the prospect expects to buy.
This is a powerful Top 20% closing secret, and you can
This is a powerful Top 20% closing secret, and you can
.
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
increase your closing ratio by 50% or more by using it. But don't take my word for it -- try
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
t this week and watch your sales soar.
Wishing you a great week.
Copyright @ 2006 Mike Brook
Wishing you a great week.
Copyright @ 2006 Mike Brook
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/39058/mainsubjects-Inside-Sales-Tips--Taking-Your-Prospect-All-the-Way.html">Inside Sales Tips - Taking Your Prospect All the Way</a>
BB link (for phorums):
[url=http://www.mainsubjects.org.ua/article/39058/mainsubjects-Inside-Sales-Tips--Taking-Your-Prospect-All-the-Way.html]Inside Sales Tips - Taking Your Prospect All the Way[/url]
Related Articles:
Top 7 Ways to Increase your Personal PR at Work
Confidential Operations Manual and Updating Manual in Franchise Companies
How You FEEL Dictates How Many Clients You'll Attract
Bookmark it:
|