Tags |
|
|
Links |
|
|
Main Subject - The Number One Key To Long-Term Success In Sales
When I look back over my long career in medical sales, there was one thing that I
always did consistently. My customers always told me that this was the main reason
they did business with me. Quite honestly, I was shocked to learn that every sales
person didn’t do the same thing. But after speaking to many of my old customers, I
realize that this was truly the key to my
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
success. Do you want to know what it is?
Don’t be shocked when I tell you. It’s so simple, so obvious, but many sales people just don’t do it. I was glad for my competitors who didn’t, because their failure to do this one thing opened many, many doors for me.
Are you ready? Okay – here it is:
Always do what you say you are going to do!
I know what you’re thinking – “Tha
Don’t be shocked when I tell you. It’s so simple, so obvious, but many sales people just don’t do it. I was glad for my competitors who didn’t, because their failure to do this one thing opened many, many doors for me.
Are you ready? Okay – here it is:
Always do what you say you are going to do!
I know what you’re thinking – “Tha
; 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
’s it? That’s the key?”
Yes. That’s the key. Notice I underlined the word always. It doesn’t say “most of the time, or “usually.” It says always, and I mean always.
Everyone in business makes promises and commitments on a daily basis. Either you volunteer to do something, or a customer or prospect asks you to do something. Following up on this commitment is the key t
Yes. That’s the key. Notice I underlined the word always. It doesn’t say “most of the time, or “usually.” It says always, and I mean always.
Everyone in business makes promises and commitments on a daily basis. Either you volunteer to do something, or a customer or prospect asks you to do something. Following up on this commitment is the key t
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
o long-term success in sales.
I believe the number one quality you can have in business is to be trusted. Earning trust is as simple as doing what you say you will do and being who you say you are. For example, if you tell people you are honest and ethical, you had better be honest and ethical without any deviations – ever, or the trust is gone.
The seemingly little thin
I believe the number one quality you can have in business is to be trusted. Earning trust is as simple as doing what you say you will do and being who you say you are. For example, if you tell people you are honest and ethical, you had better be honest and ethical without any deviations – ever, or the trust is gone.
The seemingly little thin
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
s add up big time towards the trust factor. Have you ever
told a customer, “I’ll find out that information and call you tomorrow,” and then two or
more days passed until you called them? Or have you ever said, “I’ll deliver that to
your office in a day or two” and then get it there in a week or two, or not at all? If this
sounds too familiar, then it could be one of the
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
reasons that your business is not
growing like it should.
Here’s a tip. Ask yourself, “Do I do everything that I say I am going to do all the time?” Be brutally honest with yourself and If you’re not sure if you can, then ask some of your customers that you have called on for a year or longer, Just be prepared for some shocking news.
Here’s How It’s Done
Now I’m goin
Here’s a tip. Ask yourself, “Do I do everything that I say I am going to do all the time?” Be brutally honest with yourself and If you’re not sure if you can, then ask some of your customers that you have called on for a year or longer, Just be prepared for some shocking news.
Here’s How It’s Done
Now I’m goin
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
to tell you how to do what you say you are going to do all the time
without failure. It’s going to take some effort on your part, but I promise you that the
small amount of time invested will yield huge dividends.
I have a good memory, but it’s not good enough to remember every detail and every commitment that I make. So I write them all down! And I don’t write them just
I have a good memory, but it’s not good enough to remember every detail and every commitment that I make. So I write them all down! And I don’t write them just
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
anywhere – I write them in my personal planner in a way that demands that I take
action.
Here is what I do, and before you ask, the answer is yes – I do it for every promise or commitment that I make. Whenever a customer, prospect, friend, associate, or whomever asks me to do something, my immediate concern is what and when. So if a customer asks me, “Mace can you cal
Here is what I do, and before you ask, the answer is yes – I do it for every promise or commitment that I make. Whenever a customer, prospect, friend, associate, or whomever asks me to do something, my immediate concern is what and when. So if a customer asks me, “Mace can you cal
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
me tomorrow afternoon so I can give you that
information,” the first thing I’m going to do is get out my calendar for tomorrow
afternoon and see if I have a realistic time slot to call him. If I’m booked solid with
appointments or I’m going to be tied up training or speaking, then I won’t commit to
that day. I’ll check the next day and if it’s good I’ll say, “tomorrow i
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
s not good, what
time can I call you the day after.” If that works, I enter it in my planner like an
appointment – because it is an appointment!
Now here is another thing that I do, because it works for me. Have you ever entered an appointment or task in your planner and then you became so busy doing something you didn’t check your schedule until it was too late? That i
Now here is another thing that I do, because it works for me. Have you ever entered an appointment or task in your planner and then you became so busy doing something you didn’t check your schedule until it was too late? That i
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
one of the
reasons I use an electronic PDA as my planning device. It allows me to set an alarm
to remind me of the commitments that I have made so I don’t forget. When the alarm
goes off, I excuse myself and make the call. Done!
What happens if I get tied up and can't keep the appointment? I call the customer and let them know that something has come up so they don't
What happens if I get tied up and can't keep the appointment? I call the customer and let them know that something has come up so they don't
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
hink that I forgot or I'm
irresponsible. I reschedule the commitment with them and enter it in my PDA, or if
time is lacking, I tell them that I will call them at a time to reschedule and then enter
that in my PDA. Do you get this?
Let’s review because this is important. Before you agree to a phone call, a delivery date, a sales call, or anything when a time is specifie
Let’s review because this is important. Before you agree to a phone call, a delivery date, a sales call, or anything when a time is specifie
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
d – get out your planner and
make sure the time will work for you. Only then should you commit and enter it as a
must-do appointment. Personally, nothing drives me crazier than a contractor or
vendor who promises to meet me somewhere, doesn’t show, and then when I call him,
he tells me that he got tied up on another job!
Have you ever heard the phrase under-promise and o
Have you ever heard the phrase under-promise and o
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
er-deliver? This works great
for commitments. Try to schedule yourself some extra time for getting back to
someone and then get back to him or her sooner. Ninety-nine percent of the time it
will be appreciated.
Here is another pearl that will take you a long way towards success in sales. Make sure you are aware and follow up on the promises that your managers, associat
Here is another pearl that will take you a long way towards success in sales. Make sure you are aware and follow up on the promises that your managers, associat
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
es, or
anyone else in your company makes to customers or prospects. Take responsibility
for making sure that whoever made the promise, follows up on it.
I had a manager named Ted who my customers loved whenever they were around him. He was charming and charismatic but he had the fault of telling them that he would call them next week to invite them to his beach house for
I had a manager named Ted who my customers loved whenever they were around him. He was charming and charismatic but he had the fault of telling them that he would call them next week to invite them to his beach house for
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
the weekend, or to get
together with the spouses for dinner, and then he would never call. This would upset
my customers – a lot!
I learned that any time Ted had contact with my customers; there was a good possibility that he promised them something. Initially, I tried asking Ted, but his charisma was often offset by his short memory. So I would contact every customer
I learned that any time Ted had contact with my customers; there was a good possibility that he promised them something. Initially, I tried asking Ted, but his charisma was often offset by his short memory. So I would contact every customer
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
after they met with Ted to ask if he made any commitments by asking, “Did Ted say
when he would be in touch with you again?” Once I learned that Ted was supposed
to get back to them on anything, the following day, week, or month, I did several
things. First, I marked it on my calendar for the date that Ted was supposed to follow
up. Second, I called Ted’s secretary and
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
asked her to put it on his calendar. Third, I
called Ted and discussed the importance of him keeping that commitment. When the
date rolled around for Ted to get back in touch, I followed-up to make sure it
happened.
Why would I go through all of that? Because when anyone in my company makes commitments they don’t keep, it makes me look bad. I wasn’t going to let that h
Why would I go through all of that? Because when anyone in my company makes commitments they don’t keep, it makes me look bad. I wasn’t going to let that h
.
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
appen
with Ted and I'm not complacent about it now. Make sure all of your associates,
managers, and support people do as they say when it comes to your customers.
So there you have it – the number one key to long-term success in sales. It’s simple in concept, but it takes some effort to make it happen. Remember, if you are someone that people can trust, then little can
So there you have it – the number one key to long-term success in sales. It’s simple in concept, but it takes some effort to make it happen. Remember, if you are someone that people can trust, then little can
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
top you.
P.S. For those of you who just finished this article and said, “that’s simple – I’m going to do that,” don’t forget to also honor the commitments you make to yourself. If you don’t start doing this today, then when?
© Mace Horoff, 2006
Medical Sales Training Article Series
The Number One Key To Long Term Success in Sales
By Mace Horoff, President
Sales Pilo
P.S. For those of you who just finished this article and said, “that’s simple – I’m going to do that,” don’t forget to also honor the commitments you make to yourself. If you don’t start doing this today, then when?
© Mace Horoff, 2006
Medical Sales Training Article Series
The Number One Key To Long Term Success in Sales
By Mace Horoff, President
Sales Pilo
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/39555/mainsubjects-The-Number-One-Key-To-LongTerm-Success-In-Sales.html">The Number One Key To Long-Term Success In Sales</a>
BB link (for phorums):
[url=http://www.mainsubjects.org.ua/article/39555/mainsubjects-The-Number-One-Key-To-LongTerm-Success-In-Sales.html]The Number One Key To Long-Term Success In Sales[/url]
Related Articles:
The Plumber's Guide to Effective Yellow Page Advertising
Sun Zi Art of War - Two Essential Factors To Tap Momentum In Strategy
How to Hire a Virtual Assistant: Your 10-Step Guide to Finding the Perfect Fit
Bookmark it:
|