Main Subject - Business

‘I’m not a salesperson’. I hear that every day from a variety of business people. If you’re running a bus

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

iness, I’m going to tell you something you already know:

 Marketing brings prospects to your door.

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

Examples of combination products may in

 It’s sales skills that make them paying customers.

So, what do you do about your lack of

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

sales skills? Read a book? Take a class? Attend a seminar? All decent options, but these types of cla

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

sses are targeted at people who already know how to sell. That’s probably not you.

This is the first part

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

Combination pro

from a series of articles will address the 5 steps to closing the sale. By the time you finish, you’ll ha

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

ve some ideas on how to approach prospects and turn them into paying customers.

STEP 1:

Put Yourself in Y

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

our Customers Shoes

It sounds easy enough, but what does that mean? It’s quite simple. You need to find

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

out what’s going on in their world. You have to remember the old saying, “It’s about ME, ME, ME!” That’s

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

especially true for your sales prospect. I spent 21 years in sales, and what was the one question I was

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

sked in a first meeting with a prospect, “Are you my new rep?” They just wanted to know what happened to t

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

Following aspects would a

he last person, and that was the last time anything about me usually entered the conversation. Prospects a

dd to the challenges in developing combination products:

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

ren’t interested in me (or you). They’re interested in their business and their particular set of problems

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

. And, each prospect has a different set of problems. You could sell the same product to the same type o

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

f customers, and each will have something unique that’s going on in their business.

It’s up to you to find

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

out what concerns they have that might relate to your product or service. You can do this by asking them

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

Professional from academic institutions, pharmaceutical industries, health care indust

a lot of questions. Most people are happy to talk about themselves and their business. A few questions sh

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

ould get this rolling.

What are the BEST questions to ask your prospects…stay tuned for STEP II. It’s all

.

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

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

Companies that provide selfless information through particip

www.susanadamshome.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

To make a dramatic career change to that dream job you have to be a little crazy! The good news is that if others and you yourself think that you are at least a little bit crazy, this is a good sign that you can attain creative success in a new field of endeavor. Perhaps you are, in fact, a bit crazy. Not to worry - this is even a better sign!

Prospects at trade shows are picky people. Your great exhibit, wonderful give-aways and that nifty shirt you are wearing only gets them into your space. It’s the little things people remember – bad grammar, sloppy pronunciation and incoherent syntax are high on my list of no-nos.

Point of sale (POS) is just another name for the cash counters where you pay for your purchases. This could be a supermarket or a highway establishment or any other physical location where money is exchanged across the counter for consumer goods. But gone are the days when one used gingers and mental arithmetic for cash transactions. POS technology has revolutionized consumerism around the world. Electronic calculation, automatic billing, credit card processing, and an accurate record of all day-to-day activities are all just a click away if you have POS systems at your outlet. POS are designed to streamline sales processes and increase efficiency at the point of sale. The error margin in accounts and staff management is considerably less compared to manual POS management, as information is stored and accessed electronically.

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Main Subject - 5 Easy Steps to Closing the Sale: Step I

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