Main Subject - Business

Sales professionals waste time with prospects who are not going to buy. If you have worked in the field of sales and sales marketing you have a story about the prospect who got awa

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

y after you had forecasted the deal would close. Not only had you forecasted the closing for this month but, you purchased that new 50” flat screen TV based on the commission you

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

Examples of combination products may in

ould receive. How could I misread this prospect? He told me I had the deal. Why did he sign with my competition? These are the questions you ask yourself on the first day of a new

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

month after you the missed your forecast.. The other question is how do I explain this to the bosses, the ones at work and the one at home? To prevent this from occurring again rea

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

d the prospect’s signs and signals; stop listening to the words coming out of his or her mouth. You have been reading signs all your life. When you were a child your parents gave

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

Combination pro

you signs. You knew whento ask for something and when not to ask by reading the signs and signals. When you drove your car to the office you read the signs in order to get to your

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

destination safely.We live in a world of signs and signals. Your prospect is no different; your prospect also gives signs and signals each time you speak with him or her. You jus

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 have to learn the language. You must read the signs to determine the outcome of your work. The signs are clearly posted and easy to read. Your prospect will use signs to denote hi

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

or her actions.

THE SIGNS OF A BUYER

Features 1st. Is the prospect involved in the sales/buying

process?

A. Did the prospect ask for a demonstration of your

product or servic

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

? Or did you suggest it to them.

B. Will the prospect pay for a demo of the

product or service?

C. Had the prospect given you direction on how

to sell him/her?

D. Had the p

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

ospect gotten other members of their

/her team involved with you in work with your

solution?

E. Had he/she ask for references or site tours of

others using your product or servi

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

Following aspects would a

ces?

F. Has the prospect called you with direct

questions or did you call him/her to give

information?

G. Can the person that said yes to your agreement sign

your agreement.

dd to the challenges in developing combination products:

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

2nd- Have you solved the real-problem the company is

facing?

A. What is the impact on the prospects bottom-

line if he/she purchases your products or services?

B. What is the

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

return on the investment of this

purchase?

C. What is the general rule for payback on

investment set forth by the CFO of the prospects company.

D. Have you discussed what happen

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

after the

purchase is made.

E. Have you answered or reviewed the 14

question in concentrative-listening?

Action to be taken

1. When you can present your solution to the head

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

not to the tail.(we all know what comes from a human tail end)

2. Look for the real-problems to be solved not a symptom of the real- problem.

(you don’t place a Band-aid on a

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

Professional from academic institutions, pharmaceutical industries, health care indust

un shot wound)

3. Close often.

4. Take others alone to give you a reading on this prospect.

( before you married them you took them home to

mother)

5. Ask other sales profess

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

ional that have sold or lost deals

to this prospect about their encounter.

(today's environment requires a back-ground check)

6. Do you understand how your solution will effect

.

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

he prospect business both domestically and internationally.

(All medicines require instructions and will outline the

effect on the total body) 7. Do your homework before you me

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

Companies that provide selfless information through particip

t the prospect, during the process and just before the final close.

(See booklet on Concentrative-listening)

8. If you want to know something read the sign you can’t go wrong

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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The success of a business plan stands or falls on its ability to get potential investors to take a moment to read it. Nothing works better for doing this than well-written headlines designed to interrupt and engage investors. Here are five fundamental rules for writing and incorporating headlines into your business plan.

Many people who have just left the armed forces have the will to work and savings to invest. Franchising is becoming an increasingly popular choice for those wanting to start their own business.

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Main Subject - When To Get The Hell Out Of Dodge Part I

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