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Main Subject - Fearless Selling - A New Strategy for Confidence in Sales and Resilient Productivity
Making sales – whether from the sales floor in a retail outlet to gaining big money clients for a big multi-national – is a truly exhilarating thing. But as big as the buzz is when you’ve gained a new client or sale, when losing a client or sale, it really can add weight to the truthfulness of
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
the expression, ‘once bitten twice shy’. It’s easy to blame ourselves, blame our methods, something we’ve done; when really it could be that the customer or client just wasn’t ready to buy.
Rejection in sales can create a big impact on us after time; rather than having a fearless attitude in
Rejection in sales can create a big impact on us after time; rather than having a fearless attitude in
; 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
our job, doubt can sneak in. We can wonder ‘what if’ and may question whether we can actually make the sale before we even try. This doubt is a powerful thing and can show in our body language. No matter what sales technique we then use, this doubt can leak through, and when combined with a sa
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
es technique that we feel is polished, the client can see through this (albeit subconsciously) and doubt can sneak in about our authority in our field.
When addressing this leakage we have a hard task set out using traditional methods. Our gut reaction is usually to polish our communication s
When addressing this leakage we have a hard task set out using traditional methods. Our gut reaction is usually to polish our communication s
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
ills, learn a new sales technique. But even the top salesmen and women are human; none of us can control our pitch and body language completely. There will always be something that shines through.
For that reason, it’s necessary to look a little deeper than learning a new skill. It’s time to
For that reason, it’s necessary to look a little deeper than learning a new skill. It’s time to
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
ring out the big guns, to consider techniques learned in psychology and life coaching. Why? Because once we can tackle these leaks in our communication we can give our clients a pitch that is not only effective, but is also seen as more credible and sincere.
This new technique? It may surpris
This new technique? It may surpris
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 you to know it’s born from a hybrid style of visualisation. Seemingly wacky to those who know little about it, it is truly a godsend to professional sportsmen and indeed any field where precision and practise is key.
Why, you may wonder, is visualisation so powerful? Where tackling things f
Why, you may wonder, is visualisation so powerful? Where tackling things f
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
om a verbal point of view – telling yourself you won’t lose a sale – is effective, it’s also weak in its strength to affect your mental state. Words come across blockages from our conscious mind in the form of, ‘yes but’, and, ‘what if’. It can appear mere nagging. Images, however, have no suc
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
block. Further, since our subconscious mind works in images (as you may have noticed while dreaming), it’s a sure-fire way to push whatever message we want to give ourselves straight past any blockages and straight to where it’s going to get to work.
But back to the technique. Consider this.
But back to the technique. Consider this.
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
How much more powerful, more fearless, more effective will your sales be when you can go ahead without doubt, knowing that you have nothing to lose? Past failures have all added up and doubt exists in many salesmen. While sometimes healthy, it may make us hesitant, and he who is hesitant doesn
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
t get the sale. So for this very reason, we need to consider ways in which we can reduce the impact of our past failures. We need to be able to put them behind us, instead of looking back into the rear view mirror we need to look ahead. Because once we are looking ahead and we’ve learned from
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
our past mistakes, the leaks in our communication that can affect our sales will stop happening. When we reach a confidence in our sales ability and reduce doubt, our whole body can work as a whole to deliver a pitch that is effective and polished.
Positive thinking is one way to put these fa
Positive thinking is one way to put these fa
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
lures behind us, but again it isn’t a cure. It’s loading more onto the foundations of a problem that we would be better off riding ourselves from.
The answer? In the following visualisation method I call ‘The Two-Minute Time-Machine, you’ll be able to put past declined sales behind you. You’l
The answer? In the following visualisation method I call ‘The Two-Minute Time-Machine, you’ll be able to put past declined sales behind you. You’l
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
then be able to move on fearlessly gaining new sales without the negative effects of the past.
The Two-Minute Time-Machine
1. With a pen and paper in hand, consider all of the sales pitches that you have delivered that have ended in rejection. Further, consider all events that you feel have
The Two-Minute Time-Machine
1. With a pen and paper in hand, consider all of the sales pitches that you have delivered that have ended in rejection. Further, consider all events that you feel have
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
contributed to your fearless attitude being diminished.
2. With one of these failures in mind, close your eyes. Slowly begin to build up a relaxing scene around you. The stronger your visualisation the more effecting it is to your subconscious mind (and remember your subconscious mind cannot
2. With one of these failures in mind, close your eyes. Slowly begin to build up a relaxing scene around you. The stronger your visualisation the more effecting it is to your subconscious mind (and remember your subconscious mind cannot
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
ell the difference between something you have visualised and something that has actually taken place, so this kind of technique really is powerful). Add as many emotions and senses to the scenario as you can. For example, if your relaxing scene is the seaside, then hear the seagulls flying ove
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
r you. Feel the surf lapping against your toes. Feel the warmth of the sun.
3. Allow the person to whom you’d delivered the failed sales pitch to appear in your mind. Ask this person why he or she didn’t buy your products or services. Tell them that it’s ok and you understand that your produc
3. Allow the person to whom you’d delivered the failed sales pitch to appear in your mind. Ask this person why he or she didn’t buy your products or services. Tell them that it’s ok and you understand that your produc
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
isn’t suitable for everyone.
4. Consider for a second what you have learned from the sale failing. Consider how what you have learned can then go on to positively teach you about your own ability to sell in the future.
5. Tell this person what you have learned and thank them for teaching yo
4. Consider for a second what you have learned from the sale failing. Consider how what you have learned can then go on to positively teach you about your own ability to sell in the future.
5. Tell this person what you have learned and thank them for teaching yo
.
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
this lesson.
6. Extend a hand to this person, say goodbye.
When you gently open your eyes, know that you have learned all you can from this lesson and that you can now leave it in the past. Since the failure your techniques have improved enormously and it’s importance on your life is no lo
When you gently open your eyes, know that you have learned all you can from this lesson and that you can now leave it in the past. Since the failure your techniques have improved enormously and it’s importance on your life is no lo
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
ger strong.
Repeat this technique as often as you like, but please, if you have read this article and told yourself you’ll do it at a later date, consider doing it now. The map is not the territory here, and this simple technique really does give a powerful bang!
Here’s to your personal best
Repeat this technique as often as you like, but please, if you have read this article and told yourself you’ll do it at a later date, consider doing it now. The map is not the territory here, and this simple technique really does give a powerful bang!
Here’s to your personal best
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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