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Main Subject - Sales Training - It's All About the Kash!
We all love cash don't we but do you love
KASH as well?!
At MTD Sales Training we use KASH to keep us on our toes and fresh when it comes to selling!
Here's what it is. Go through the questions yoursel
At MTD Sales Training we use KASH to keep us on our toes and fresh when it comes to selling!
Here's what it is. Go through the questions yoursel
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
f
or pose them to your sales teams.
Keep your team fresh, on the ball and ready to sell!
K Knowledge
Is your product and company knowledge up to speed?
Is your knowledge of the Prospect and their or
Keep your team fresh, on the ball and ready to sell!
K Knowledge
Is your product and company knowledge up to speed?
Is your knowledge of the Prospect and their or
; 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
ganisation/industry enough to differentiate you
from your competition?
Is your knowledge of an effective sales process sufficient?
A Attitude
How is your attitude? Is it right for the customer? Does y
Is your knowledge of an effective sales process sufficient?
A Attitude
How is your attitude? Is it right for the customer? Does y
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
ur
behaviour reflect positively and with relevance to the customer
environment?
Are you treating the customer in the way that they want to be treated, not the way that you want to be treated?
Do you
Are you treating the customer in the way that they want to be treated, not the way that you want to be treated?
Do you
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
believe in yourself, your proposed solution and the
business benefits you can offer?
Do your thoughts impact your state of mind, and does your state of mind reflect in your behaviour? Yes, they do, so
Do your thoughts impact your state of mind, and does your state of mind reflect in your behaviour? Yes, they do, so
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
get your thoughts right!
Do you have a well formed plan, complete with outcome, for your meeting?
S Skills
How competent a sales person are you?
Can you research effectively, build rapport effectiv
Do you have a well formed plan, complete with outcome, for your meeting?
S Skills
How competent a sales person are you?
Can you research effectively, build rapport effectiv
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
ely,
understand your Client and their business effectively?
Can you identify needs and wants in your customers mind?
Can you create wants and needs in your customers mind?
How well trained are you?
H
Can you identify needs and wants in your customers mind?
Can you create wants and needs in your customers mind?
How well trained are you?
H
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
w are your presentations skills? Really?
Still focusing on closing the sale rather than influencing your customer to buy? Know the difference?
H Habit
Have you ever considered the impact on your custo
Still focusing on closing the sale rather than influencing your customer to buy? Know the difference?
H Habit
Have you ever considered the impact on your custo
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
mers
that your habits have?
We are not talking about chewing fingernails, nervous ticks or nose picking, but ingrained psychological habits, or habitual behaviour.
My closing thoughts:
Highly skil
We are not talking about chewing fingernails, nervous ticks or nose picking, but ingrained psychological habits, or habitual behaviour.
My closing thoughts:
Highly skil
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
ed and successful sales professionals these
days are very focused on encouraging their customers to
buy rather than closing the sale.
Using ultra modern business psychology and personality awareness
Using ultra modern business psychology and personality awareness
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
, MTD are experts at enlightening sales forces
across the globe, enabling them to treat, consciously,
their customers in the way that their customers want to
be treated, thus establishing rapport and
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
hyper-rapport,
and heavily influencing the purchase decision.
Ask yourself the following question, and answer honestly (!):
Ever come out of a sales meeting or sales encounter, frustrated and without
Ask yourself the following question, and answer honestly (!):
Ever come out of a sales meeting or sales encounter, frustrated and without
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
a sale, and voiced the opinion
along the lines of 'It was like getting blood out of a
stone with that guy' or 'what a waste of time that was
he/she will never buy in a month of Sundays'?
Yes? We are
Yes? We are
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
sure of it!
Why though, is this a common occurrence?
Because lots of sales people treat their customers as they would want to be treated themselves, not as the customer would want to be treated!
We
Why though, is this a common occurrence?
Because lots of sales people treat their customers as they would want to be treated themselves, not as the customer would want to be treated!
We
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
re talking here about the natural personality and
behavioural conflicts that can and do occur between
personality and behavioural traits.
Ever heard of Introversion, Extraversion, Sensing, Intuition
Ever heard of Introversion, Extraversion, Sensing, Intuition
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
, Thinking and Feeling preferences?
Ever heard of Perceiving and Judging preferences?
Know the differences?
Know how to identify them, what they mean, and how they manifest themselves in behaviour? (F
Ever heard of Perceiving and Judging preferences?
Know the differences?
Know how to identify them, what they mean, and how they manifest themselves in behaviour? (F
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
el free to call us
for more information or to book on our next course to find out!)
More importantly, if you do not even know your own preferences and how they manifest themselves in your own behavi
More importantly, if you do not even know your own preferences and how they manifest themselves in your own behavi
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
our, how can you hope to adapt your behaviour to suit
each and every sales meeting you have?
Understanding 'Self' leads to understanding others, and then you can adapt your approach in order to connec
Understanding 'Self' leads to understanding others, and then you can adapt your approach in order to connec
.
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
,
really connect, with each and every customer you face! Let
this new skill become a good habit, consciously!
Habitual behaviour is potentially dangerous in any sales environment, and how habitual a
Habitual behaviour is potentially dangerous in any sales environment, and how habitual a
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
re you?
Clear your mind, and answer, without thinking, the following questions:
What is 3 x 3?
What is 2 x 9?
What is 18 + 6?
Think of a vegetable!
Scroll down for the answer.
The answer is CARROT
Clear your mind, and answer, without thinking, the following questions:
What is 3 x 3?
What is 2 x 9?
What is 18 + 6?
Think of a vegetable!
Scroll down for the answer.
The answer is CARROT
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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