Tags |
|
|
Links |
|
|
Main Subject - Alarm Sales is a Science and an Art - It's Not a Numbers Game
I travel the country teaching owners of security alarm companies how to be much more productive. Before I can introduce an alarm company to our field proven methods of marketing their products, it is important to analyze the methods they are accustomed to using and why they continue to us
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 them.
My training programs are specific to the security alarm business, so when I run into a common problem that is costing dealers and representatives of alarm companies many man hours, it is easily identified.
There are some consistent problems that I see over and over again, where
My training programs are specific to the security alarm business, so when I run into a common problem that is costing dealers and representatives of alarm companies many man hours, it is easily identified.
There are some consistent problems that I see over and over again, where
; 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
er I go and I’ll share a major fault with you. It seems that sales representatives would rather spend a full day running around and looking for the customer that was considering a security system and pulls them into a sale.
This long cycle sale concept is the number one waste of producti
This long cycle sale concept is the number one waste of producti
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 and always brings mediocrity at best to the bottom line. A properly trained alarm consultant will make a customer out of 75% of the people they have an opportunity to educate, so instead of looking for a “lay down sale” they simply find a home or business owner to educate. The best repr
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
sentatives will achieve this on a single visit.
A sales representative will often be on an agenda and does not take the opportunity to properly educate the consumer one step at a time. This process is a product of poor training, low expectations or standards and little if any accountabil
A sales representative will often be on an agenda and does not take the opportunity to properly educate the consumer one step at a time. This process is a product of poor training, low expectations or standards and little if any accountabil
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
ty. The complete training program is rare these days and often delivered by some corporate mouthpiece that has little or no experience in our field. The proper training will train the trainer how to teach, grow, make the representative responsible to a higher standard and create accountab
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
ility controls.
If your representatives don’t fully understand the intricacies and processes of the eight steps to a proper alarm sale, they are missing the boat and playing a numbers game. Following is an outline of the complete 8 step process and a representative should never proceed t
If your representatives don’t fully understand the intricacies and processes of the eight steps to a proper alarm sale, they are missing the boat and playing a numbers game. Following is an outline of the complete 8 step process and a representative should never proceed t
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
the next step without proper performance of each.
Step 1 Door Step
• Give Away-Take Away
• Don’t Care Attitude
• Confidence
• Two Question Maximum
a: Answer, b: Take-Away, c: Invite yourself in (a learned skill)
Step 2 Rapport
•
Step 1 Door Step
• Give Away-Take Away
• Don’t Care Attitude
• Confidence
• Two Question Maximum
a: Answer, b: Take-Away, c: Invite yourself in (a learned skill)
Step 2 Rapport
•
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
Make a Friend
• F.O.R.M Family, Occupation, Recreation, Misc.
• It is extremely important to build a relationship with your customer before proceeding to steps 3-9. Don’t interview them, share yourself with them and interact.
Step 3 Cost Analysis (Create the
• F.O.R.M Family, Occupation, Recreation, Misc.
• It is extremely important to build a relationship with your customer before proceeding to steps 3-9. Don’t interview them, share yourself with them and interact.
Step 3 Cost Analysis (Create the
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
Greed)
• Point by Point breakdown of costs and expectations. Be detailed, take your time, get them excited, show pride in your offer, make sure they understand the program, create a sense of urgency, do your take- aways.
• Customer realizes what they would loose if yo
• Point by Point breakdown of costs and expectations. Be detailed, take your time, get them excited, show pride in your offer, make sure they understand the program, create a sense of urgency, do your take- aways.
• Customer realizes what they would loose if yo
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
should leave without signed paper today.
• Customer will know why they are saying YES and how it will benefit them when you are doing a proper cost analysis.
Step 4 Book Presentation (Create the Need)
Remember that the book is a conversation more than a presentati
• Customer will know why they are saying YES and how it will benefit them when you are doing a proper cost analysis.
Step 4 Book Presentation (Create the Need)
Remember that the book is a conversation more than a presentati
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
on. It gives you an opportunity to remove the seven (7) possible objections you could hear and getting the consumer to remove each one out of their own mouth, before one becomes an excuse not to do business with you today.
• An educational tool and NOT a scare tactic.
• Be Personab
• An educational tool and NOT a scare tactic.
• Be Personab
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
e.
• Be Passionate.
• Be Concerned.
• LISTEN for the road map!
• Ask at least 35 NON SALESMANLIKE questions.
Step 5 Walk Thru
• Stand and suggest starting at the front door (Don’t Ask).
• Paint a picture, get them involved and seeing themselves
• Be Passionate.
• Be Concerned.
• LISTEN for the road map!
• Ask at least 35 NON SALESMANLIKE questions.
Step 5 Walk Thru
• Stand and suggest starting at the front door (Don’t Ask).
• Paint a picture, get them involved and seeing themselves
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
sing the system.
• Give your opinions and get them to decide where they want to place their equipment.
• Ask questions that get them to take possession of the system. “So you’re going to want a contact on this door?”
Step 6 Paperwork (If steps 1-5 have been done properl
• Give your opinions and get them to decide where they want to place their equipment.
• Ask questions that get them to take possession of the system. “So you’re going to want a contact on this door?”
Step 6 Paperwork (If steps 1-5 have been done properl
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
, step 6 is just a formality)
• Take out your paperwork and begin (Don’t ask permission)
• Be Assumptive!
• Get them involved in the process by giving them assignments.
• Go over Schedule of protection and make suggestions for a couple of add ons with a Don’t Care
• Take out your paperwork and begin (Don’t ask permission)
• Be Assumptive!
• Get them involved in the process by giving them assignments.
• Go over Schedule of protection and make suggestions for a couple of add ons with a Don’t Care
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
Attitude.
• Put for aside as you have dropped the seeds on extra parts and do not want a snap decision.
• Complete all agreements.
• Close your schedule of protection by asking if they want any of the discussed extras added before closing it out.
Step 7 Cancel Kill
• Put for aside as you have dropped the seeds on extra parts and do not want a snap decision.
• Complete all agreements.
• Close your schedule of protection by asking if they want any of the discussed extras added before closing it out.
Step 7 Cancel Kill
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
er
• Never take a short cut on this step because you have paper and don’t want to risk blowing the deal. Solid paperwork that will not cancel benefits the whole company. Your cancels will be less than 10% if you do this in every home.
Step 8 Post Close
• Build
• Never take a short cut on this step because you have paper and don’t want to risk blowing the deal. Solid paperwork that will not cancel benefits the whole company. Your cancels will be less than 10% if you do this in every home.
Step 8 Post Close
• Build
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
Rapport Again
• “Congratulations” not ”Thank You”
• Always leave them with a good feeling. They just did paperwork and this emotion needs to be swapped to prevent remorse after you leave. Don’t ever let them feel like you got their money and you left immediately
These are just
• “Congratulations” not ”Thank You”
• Always leave them with a good feeling. They just did paperwork and this emotion needs to be swapped to prevent remorse after you leave. Don’t ever let them feel like you got their money and you left immediately
These are just
.
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
few of the things The Experts Know! can train you on, to create a better alarm consultant. In addition you can be trained on a complete array of management and administrative concepts to increase production. Consumers of home security products have tools at their disposal to help them ma
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
e informed decisions these days. Be sure you are ready to meet the expectations of these educated consumers and are able to separate your dealership from the pack. A visit to the “Dealers” page of the Experts Know website will show you all of the training modules that are available to you
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/39462/mainsubjects-Alarm-Sales-is-a-Science-and-an-Art--Its-Not-a-Numbers-Game.html">Alarm Sales is a Science and an Art - It's Not a Numbers Game</a>
BB link (for phorums):
[url=http://www.mainsubjects.org.ua/article/39462/mainsubjects-Alarm-Sales-is-a-Science-and-an-Art--Its-Not-a-Numbers-Game.html]Alarm Sales is a Science and an Art - It's Not a Numbers Game[/url]
Related Articles:
Entrepreneurialism - Is It Always About The Money?
Bookmark it:
|