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Digg It - Large One?
Here's a proven, and truly easy way to start increasing your sales, immediately.
All you need to do is add these 2 words to your selling system, and you're good to go.
In fact, this trick's so good, I wish I could take credi
All you need to do is add these 2 words to your selling system, and you're good to go.
In fact, this trick's so good, I wish I could take credi
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
t for coming up with it, but the truth is, it comes from a little-known marketing legend.
Here's the deal:
In 1947, Elmer Wheeler was one of the best-known salesmen of his time. His "Wheeler Institute of Words" developed a
Here's the deal:
In 1947, Elmer Wheeler was one of the best-known salesmen of his time. His "Wheeler Institute of Words" developed 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
best practices" of selling, by testing a variety of words in over 19 million selling situations.
I'm right in the middle of reading one of Elmer's most famous books, "Tested Sentences That Sell".
And here's a great little se
I'm right in the middle of reading one of Elmer's most famous books, "Tested Sentences That Sell".
And here's a great little se
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
lling trick that comes straight out of this book:
Ever go into a restaurant and order a drink?
Of course you have.
And what does your server usually ask you, right after you place your order?
They usually say "Small or lar
Ever go into a restaurant and order a drink?
Of course you have.
And what does your server usually ask you, right after you place your order?
They usually say "Small or lar
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
e?", right?
Well, imagine for a moment... you're the owner of this restaurant.
Do you have any idea how much your sales would increase over time, if... instead of saying "Small or large?" after your customers ordered their d
Well, imagine for a moment... you're the owner of this restaurant.
Do you have any idea how much your sales would increase over time, if... instead of saying "Small or large?" after your customers ordered their d
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
rinks ... you told your servers to instead, say...
“Large one?”
Let me take the guess-work out of this and make your job easier for you.
Elmer Wheeler tested this experiment out in five-thousand separate selling situations.
“Large one?”
Let me take the guess-work out of this and make your job easier for you.
Elmer Wheeler tested this experiment out in five-thousand separate selling situations.
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
And the results showed, when your server asked "Large one?"...
7 out of every 10 people, answered “Yes!”
So, let's say a large soda costs you 35? more than a small soda -- are you with me on this? This means, by saying "La
7 out of every 10 people, answered “Yes!”
So, let's say a large soda costs you 35? more than a small soda -- are you with me on this? This means, by saying "La
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
rge one?"... 7 out of every 10 customers that walk through your door, end up giving you an extra 35 cents!
Now you may be thinking, "So what?... It's only 35 cents."
A-h-h-h, but remember....
Little Hinges Swing Big Doors
Now you may be thinking, "So what?... It's only 35 cents."
A-h-h-h, but remember....
Little Hinges Swing Big Doors
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
Open!
Follow me here for a minute: If you've got 5 servers... and each of them does this with 100 customers a day, this means each of them will be serving large sodas to an extra 70 people a day.
That's an extra 350 large s
Follow me here for a minute: If you've got 5 servers... and each of them does this with 100 customers a day, this means each of them will be serving large sodas to an extra 70 people a day.
That's an extra 350 large s
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
oda sales a day. (5 servers x 70 large sodas each).
350 extra sales, at 35? each, is $122.50 a day in extra gross sales for you... which translates into $857.50 extra a week, and over 52 weeks, this turns into...
$44,590 Dol
350 extra sales, at 35? each, is $122.50 a day in extra gross sales for you... which translates into $857.50 extra a week, and over 52 weeks, this turns into...
$44,590 Dol
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
ars A Year... With
ZERO Extra Marketing Costs Involved!
Not bad, hey?
And if your large sodas cost 50? more than your small sodas, in that case, your annual bump in gross sales would be $63,700 Dollars!
70? more? O.K., th
Not bad, hey?
And if your large sodas cost 50? more than your small sodas, in that case, your annual bump in gross sales would be $63,700 Dollars!
70? more? O.K., th
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
at one's easy -- just double the 35? figure -- now you're selling $89,180 Dollars more!
See how easy this stuff is?
It's insane, isn't it?
But what if you don't have a restaurant?
How can you use this trick in your busines
See how easy this stuff is?
It's insane, isn't it?
But what if you don't have a restaurant?
How can you use this trick in your busines
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
?
Well, let's say you own a photography store. When people are filling out their forms to get their pictures developed, instead of saying "Singles or doubles?", you can say "Doubles?".
If you own a landscaping company, inst
Well, let's say you own a photography store. When people are filling out their forms to get their pictures developed, instead of saying "Singles or doubles?", you can say "Doubles?".
If you own a landscaping company, inst
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
ead of asking "Shrubs and lawn?", you'd say "Whole yard?"
And if you're a hairdresser, instead of asking "Cut and shampoo?", you just say "Shampoo?"
Make sense?
When it comes down to it, the basic premise of this selling tr
And if you're a hairdresser, instead of asking "Cut and shampoo?", you just say "Shampoo?"
Make sense?
When it comes down to it, the basic premise of this selling tr
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
ck, is...
If You Don't Ask... You Don’t Get!
But polishing your request up so it's "benefit-oriented" to your prospect... makes this work smoothly... effectively... and without looking like you're trying to "sell more".
Not
If You Don't Ask... You Don’t Get!
But polishing your request up so it's "benefit-oriented" to your prospect... makes this work smoothly... effectively... and without looking like you're trying to "sell more".
Not
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
ice how you're not asking "Do you want a large soda?" -- you're just saying "Large one?"
See, you'll have to experiment a little bit to find out what works best in your situation, but not you've at least got one helluva head
See, you'll have to experiment a little bit to find out what works best in your situation, but not you've at least got one helluva head
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
tart on things, no?
And can you think of any easier way to make this kind of extra money?
Elmer Wheeler really was a "selling genius" and you'll pick up quite a bit from him.
And, from the excitement and enthusiasm he come
And can you think of any easier way to make this kind of extra money?
Elmer Wheeler really was a "selling genius" and you'll pick up quite a bit from him.
And, from the excitement and enthusiasm he come
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
s across with, you know he enjoyed his work.
Here are a few of Elmer's famous quotes:
"Your first 10 words are more important than your next 10,000."
"People seldom want to walk over you until you lie down." And...
"Don't
Here are a few of Elmer's famous quotes:
"Your first 10 words are more important than your next 10,000."
"People seldom want to walk over you until you lie down." And...
"Don't
.
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
sell the steak, sell the sizzle."
Unfortunately, Wheeler's books are all out of print. You'll find them showing up pretty consistently on e-bay though, and, you can also find some of them on www.abebooks.com or www.alibris.c
Unfortunately, Wheeler's books are all out of print. You'll find them showing up pretty consistently on e-bay though, and, you can also find some of them on www.abebooks.com or www.alibris.c
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
om.
P.S. Remember, little hinges really DO swing big doors open -- and success lies in the margins, not in the vast open spaces. KSo keep your mind open to finding the small things that others let slip... through the cracks
P.S. Remember, little hinges really DO swing big doors open -- and success lies in the margins, not in the vast open spaces. KSo keep your mind open to finding the small things that others let slip... through the cracks
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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