Main Subject - Business

There are three things critical to sales success:

Knowing what the prospect wants, and needs
Knowing clearly what benefit, what RESULTS your prospect will get if he does buy, and make it measurable.

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

Help him find the VALUE you bring to the him.

Knowing what the consequence is if your prospect doesn’t act right now, and making that measurable. Help him discover the COST of not acting.

To buy from yo

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

Examples of combination products may in

your prospect has to act. He has to stop standing still, stop the procrastination, and move forward. To get your prospect to move forward, help him find the value of moving forward, help your prospect find the va

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

ue of buying from you. There is also a consequence, and a cost of not acting. You just have to help your prospect find both of those, why he should move forward, and why he just CAN’T stand still.

I’m going to sp

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

nd most of the time in this article talking about the consequence of not acting. I’ve already covered the benefits and measurable results of acting in other articles. (Check out d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.

Combination pro

rticles.com/?30-Seconds-to-Explosive-Networking-and-Sales-Results&id=92007">30 Seconds to Explosive Networking and Sales to find your measurable results and most powerful statement.)

The benefit of acting: Le

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

’s visualize that there is $1M in gold setting in the corner of the room, your prospect is standing in the middle of the room. If he decides to move, to go to the corner he'll get a $1M benefit from acting. Help 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

ur prospect see that as the value of buying from you.

However, there are a LOT of prospects that can see the gold and find reasons not to act. The benefits can be seen as too much risk, or just the fear that they

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

will appear stupid if they get there and can’t get it back, or find that it is really fool’s gold.

In other words, there are a LOT of people that still won’t act after seeing huge benefits. People are born procra

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

tinators. I’m sure some really good salespeople have laid out some pretty good reasons to buy from them and still didn’t get their prospects to act.

So, what will cause them to act? Help your prospect find their

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

OST of not acting.

We have to help the prospect find what might happen to him if he doesn’t act, and we have to help him find the COST of that inaction. As a business coach, for my clients, that is usually overhe

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

Following aspects would a

ad. The overhead eats them alive while they are saying they can’t afford to do their marketing, or they can’t afford to hire me. I’ve seen clients spend $30,000 while saying they can’t afford to spend $3,000 on ma

dd to the challenges in developing combination products:

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

keting that would have generated $100K by the end of the month. The benefit was $100K in less than 30 days, yet they still couldn’t find a reason to act. However, they found out later that it cost them $30,000 whi

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

e they were procrastinating. If only someone had shown them that cost they might not have been concerned about spending $3,000.

Let’s use another analogy. We’ve already talked about the $1M in gold, and that didn

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

t work.

So what is the consequence of not acting?

When you are helping your prospect find the cost of not acting, DO NOT assume that the consequence is not getting $1M. There is a negative impact for inaction, a

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

d sometimes a VERY LARGE impact. That is your job to find it.

Back to our analogy. While standing in the middle of the room I can see $1M in the corner, so I have to move to get it. However, if I’ve decided, for

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

Professional from academic institutions, pharmaceutical industries, health care indust

hatever reason, that I don’t want to move, or I am afraid to move, then what would cause me to move if that $1M won’t. Obviously there has to be something that will COST me to stand still, and COST me really big.

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

Imagine that there is a MACK truck bearing down on you while you stand there. You won’t stand there for long. It is likely that you will jump out of the way, QUICKLY, and might just jump into my arms.

Do you see

.

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

ow visual that is? Your prospects may have some things that could be slightly painful if they continue standing still, and not acting. But, once you find THEIR MACK truck, that will be REALLY painful, they will j

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

Companies that provide selfless information through particip

mp…. fast, and all you have to do is be there to catch them and make their landing soft. They will love you for it.

So, where is the MACK truck bearing down on your prospect?

Now help your prospect see it coming

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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When you have received the job offer and you think the package needs improving before you accept the position, what can you do?

Financial planners can use their expertise to garner free publicity that builds their practice and accelerates their growth. Publicity guru Ned Steele explains that following one simple rule can lead to being quoted in newspapers and landing interviews on television.

If nobody had the skills to influence, very little would be achieved. If you have goals that depend on the co-operation of others, read on to discover how to gain that more easily than you may have dreamed possible.

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