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Main Subject - They Laughed At Me Until They Saw Me Sell
Selling is one of those arts that you can’t quite explain, you either have it or you don’t, if you can sell, you can do almost anything.
A
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
few people in life are born to sell, they are usually successful people that can practically sell ice to Eskimos.
If you are like me, you a
If you are like me, you a
; 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
re not a born sales person. You have to will have to learn to sell; the key to successful selling is communication and trust.
Good sales pe
Good sales pe
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
ople always ask questions and to understand what the person actually wants. Sometimes people initially say one thing and mean another, somet
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
imes people have a deeper concern.
For example: A person may want to buy a bicycle, he tells the salesman it’s to keep the kids busy. In fa
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
ct, he actually wants to give the bicycle to his child so the child can keep healthy. If you had asked the right questions and discovered th
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
e persons “deeper meaning” the sale would have been guaranteed.
The three key points to making a successful sale are: Walk into the meeting
The three key points to making a successful sale are: Walk into the meeting
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
positive and look happy, be confident and know your product inside and out. The third and most important step is: Ask for the business!
T
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
his is by far the most important step, it does not matter how you do it. A few examples of how to ask for the business are: Would you like t
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
o order this? Do you want to put the order in? Do you want to go ahead and buy this?
If you follow the steps in chronological order, you wi
If you follow the steps in chronological order, you wi
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
l convert an interested person into a person who completes a sale.
Remember, 1. Act Positive & look happy 2.Act Confident & Know your Produ
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
ct, 3. Ask for the business.
You also need to target the “right” type of customers, these are people who you would approach that may be int
You also need to target the “right” type of customers, these are people who you would approach that may be int
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
erested in buying your products. For example: If you were selling a very fast motorcycle you would probably approach adults who are aged bet
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
ween 20 & 50 years old.
You probably would NOT approach people who were 90 years old.
This is targeting the right kind of customer.
I h
I h
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
ave written a few things that you need to avoid when selling your products.
The most important aspect of selling when your chips are down i
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
s, don’t let it get to you. So many times, I have heard sales people say: “Maybe sales just isn’t for me” or “I’m no good at sales”. This is
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
utter rubbish. Anyone can learn to sell, you just need to follow the three basic steps I previously mentioned and go and talk to as many of
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
the right type of customer as possible.
You also should not lie to make a sale, if the person you are selling to suspects that you are not
You also should not lie to make a sale, if the person you are selling to suspects that you are not
.
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
telling the truth the sale will be lost.
Don’t ever look desperate, this will also not win you any sales.
Lastly, sales is more of a numb
Don’t ever look desperate, this will also not win you any sales.
Lastly, sales is more of a numb
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
ers game, the more calls you make the more you will sell, period. Talk to the “right” type of customers for your business.
You will succeed
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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