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Digg It - Killing Objections With Sidewinder Precision
It's one of those days. You make a passionate speech. Then, your mood is dashed as they lob vile contradiction and venomous retorts. You walk away dejected.
Hours later the perfect counter-reply pops into your brain. You groan. Why in the world didn't you think of that earlier??? You could just kic
Hours later the perfect counter-reply pops into your brain. You groan. Why in the world didn't you think of that earlier??? You could just kic
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
k yourself in the butt.
Stop for a moment, and consider how many times this happened to you. Once? Twice? A dozen times?
People throw us zingers everyday. We deflate, especially when we fail to come up with a PROMPT defense.
Consider the following nasties that wreck our day:
You're late again. Y
Stop for a moment, and consider how many times this happened to you. Once? Twice? A dozen times?
People throw us zingers everyday. We deflate, especially when we fail to come up with a PROMPT defense.
Consider the following nasties that wreck our day:
You're late again. Y
; 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
ou don't love me.
That's lousy work; you're no good.
Why are all you religious people so narrow minded?
If you love me you'll have sex with me. Since you refuse, you don't love me.
Don't you wish you had the perfect answers to these seemingly daunting questions?
As you read this and recall the
That's lousy work; you're no good.
Why are all you religious people so narrow minded?
If you love me you'll have sex with me. Since you refuse, you don't love me.
Don't you wish you had the perfect answers to these seemingly daunting questions?
As you read this and recall the
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
countless frustrations you've faced, you naturally begin to wonder why there are some special people who always come up with the right answers. You've met them. The perfect debaters. The unstoppable negotiators. The superb orators.
Pocket that frown. You too can be an Aristotle . It just takes depl
Pocket that frown. You too can be an Aristotle . It just takes depl
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
oying the right tools. With proper semantic implements, you CAN be a master negotiator. You CAN manhandle arguments with ease. No longer will you say, "I wish I said xxxx when she told me that!"
For this mini course in Objection Mastery, we'll master and unleash seven fireball techniques of Meta-Mo
For this mini course in Objection Mastery, we'll master and unleash seven fireball techniques of Meta-Mo
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
deling. Among NLP practitioners, these are more popularly known as Mind Lining or Sleight of Mouth. I've used these methods since 1997... and winning almost every argument. Now you can too.
Technique One PRINCIPLE OF SPECIFICITY
An argument, retort or remark can always be broken down into its c
Technique One PRINCIPLE OF SPECIFICITY
An argument, retort or remark can always be broken down into its c
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
onstituent parts. By examining the innards of any statement, we often can identify logical lapses, semantic ambiguities and rational failures. This makes a statement VULNERABLE to counter attack.
Now, pause, take a deep breath , and etch this into your brain:
"HOW SPECIFICALLY DOES...."
This is y
Now, pause, take a deep breath , and etch this into your brain:
"HOW SPECIFICALLY DOES...."
This is 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
our first line of defense to ANY attack thrown your way. With such deft counter strike, you force the antagonist to examine his own statement. If his retorts are based on shaky evidence, he will see it almost instantly. Wait for his answer. Listen well. Then fire volley after volley of "How specific
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
ally does xxx " to each response. A chain of evidence will be needed to support his remarks. Without evidence, he will yield the high ground.
Why does the line "HOW SPECIFICALLY DOES..." work so well? It's because most people open their mouths without thinking! They say meaningless things that can
Why does the line "HOW SPECIFICALLY DOES..." work so well? It's because most people open their mouths without thinking! They say meaningless things that can
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
be ripped to shreds after close scrutiny.
I urge you: have people back up their statements with concrete evidence. Questions of specificity unearth the evidence... or lack of it. This is your first step to achieving the skill of Objection Mastery.
Theory class over. Let's see some examples.
She s
I urge you: have people back up their statements with concrete evidence. Questions of specificity unearth the evidence... or lack of it. This is your first step to achieving the skill of Objection Mastery.
Theory class over. Let's see some examples.
She s
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
ays to you: You're late again. You don't love me. Ooohh nasty. How do you counter this with questions of specificity?
Tell her: "HOW SPECIFICALLY DOES MY BEING LATE INDICATE THAT I DON'T LOVE YOU?"
She says, "It means you don't care."
Tell her, "How, precisely do you know I don't care for you? My
Tell her: "HOW SPECIFICALLY DOES MY BEING LATE INDICATE THAT I DON'T LOVE YOU?"
She says, "It means you don't care."
Tell her, "How, precisely do you know I don't care for you? My
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
tardiness has good reason. I was tardy because I went out of my way to get you four dozen blue roses at a spot just out of town. I also made sure the kids were properly left with a responsible guardian so we won't have to worry about them tonight. And most importantly, I wanted to ensure that the r
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
estaurant we are going to is ready for us. That's why I was late. I wanted our evening to be perfect."
Let's try the other venomous barb now.
Your colleague says: That's lousy work; you're no good.
So you smile and firmly ask, " What precisely is the 'lousy' work you pertain to?"
He says, "You s
Let's try the other venomous barb now.
Your colleague says: That's lousy work; you're no good.
So you smile and firmly ask, " What precisely is the 'lousy' work you pertain to?"
He says, "You s
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
ubmitted the plan to Marketing for execution without consulting me. That's sloppy and in violation of SOP"
So you hold your breath and say, "How specifically, is being proactive in violation of SOP and sloppy work? I noticed you were busy with the accounting and had no time to concern yourself with
So you hold your breath and say, "How specifically, is being proactive in violation of SOP and sloppy work? I noticed you were busy with the accounting and had no time to concern yourself with
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
branding issues. I simply offloaded tasks that would have rattled you and diminished your focus on your more crucial assignment."
He says, "I still should have been consulted. I want my inputs in whatever the team does. "
You say, "That's precisely why we are talking right now. Your inputs will a
He says, "I still should have been consulted. I want my inputs in whatever the team does. "
You say, "That's precisely why we are talking right now. Your inputs will 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
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
lways be welcome. Marketing can always modify their agenda since they're still in the process of integrating the programs."
He says, "I still feel left out. I don't like it."
You say, "How precisely are you left out? If it's influencing the final campaign, don't worry: you are the program manager.
He says, "I still feel left out. I don't like it."
You say, "How precisely are you left out? If it's influencing the final campaign, don't worry: you are the program manager.
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
You will have a say even during final phase execution. The boss knows that we equally share the glory of the project's success. And the team looks up to you as their mentor. Surely you've noticed the pile of progress reports already in you inbox."
He says "Well, ok.... now that you put it that way
He says "Well, ok.... now that you put it that way
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
, I gues you did a fine job"
Now let's try one of those lines we hear in teenybopper movies: "If you love me you'll have sex with me. Since you refuse, you don't love me."
Difficult to counter? Definitely not, with your standard phrase!!
Say, "HOW SPECIFICALLY does my desire not to have sex right
Now let's try one of those lines we hear in teenybopper movies: "If you love me you'll have sex with me. Since you refuse, you don't love me."
Difficult to counter? Definitely not, with your standard phrase!!
Say, "HOW SPECIFICALLY does my desire not to have sex right
.
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
now mean that I don't love you? You do realize that I love you so much which is why I want us to be perfectly prepared for all complications. I love you so much that I want to minimize the risk of unexpected childbirth. This is how much I love you."
So there you have it. The first technique to mas
So there you have it. The first technique to mas
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
terful objection mastery. Let's not put good theory to waste, shall we? Go grab a partner and practice. Have her throw argumentative remarks at you. Think briefly then counter with Questions of Specificity. See how long they can hold up. Just say "How specifically does..."
Smile and watch them fold
Smile and watch them fold
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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