Digg It - Business

It occurred to me after hanging up the telephone that I was on sales mode during my call with my ten year old grand daughter. We were

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

on the telephone for about 15 minutes when we had to end our conversation. What surprised me was her parting comments. She ended the

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

Examples of combination products may in

call by saying, "I really like talking to you grandpa - you're smart and interesting."

It is important to realize that although my

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

grand daughter thinks I'm smart and interesting, she is only ten. In fact if you had listened to the call, you would realize that I d

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

dn't really say that much. My grand daughter did most of the talking and I kept asking her good questions. The subjects ranged from t

d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.

Combination pro

he different food she liked and what she was doing in school. She talked about liking vinegar with her spinach. That she didn't like

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

avocados that much. The conversation was really me asking her about her life and what she was doing at school. I was doing something

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

hat many people don't do to a ten year old. I was taking a sincere interest in her. It was simple. My listening skills allowed me to

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

ask good questions and my grand daughter thought I was smart and interesting.

Our customers are the same as my grand daughter, they

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

want to be listened to and when we take a sincere interest in them, we make a great impression. Unfortunately, in the busy world of b

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

siness today, few of us take the time to listen. Listening is the key to developing good questioning skills.

How To Lose A S

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

Following aspects would a

ale - Don't Listen!

I was eating dinner with my wife, minutes after talking with my grand daughter, when I made a painful m

dd to the challenges in developing combination products:

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

istake. I stopped listening to her. Instead, I was listening to the NCAA championship game in the background. My wife asked me a ques

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

tion. In reality, all I heard was a noise coming from her side of the table. The thought stirred in my head, Opps, she is still talki

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

g to me. Realizing that I was caught, I did what any male would do, I faked it and said. "I agree with you honey." I still don't know

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

what she said and we had a good laugh about it.

Here is my point; outside sales is 90% listening and 10% talking. I was able to tak

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

Professional from academic institutions, pharmaceutical industries, health care indust

e a tough challenge of communicating with a ten year old and making a huge impression. I later humiliated myself by not giving my wif

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

the attention she deserves and if she had been a buyer, I would be losing a sale.

When we focus on the customer and eliminate all d

.

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

istractions from the outside, we can listen carefully enough to ask good questions, keep the customer talking and gain their trust. W

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

Companies that provide selfless information through particip

hen we gain trust, we win more sales. The better we are at listening and asking good questions, the better we will sell. Good Selling

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.diggit.org.ua/article/36083/diggit-Sales-Lessons-From-A-Ten-Year-Old.html">Sales Lessons From A Ten Year Old</a>

BB link (for phorums):
[url=http://www.diggit.org.ua/article/36083/diggit-Sales-Lessons-From-A-Ten-Year-Old.html]Sales Lessons From A Ten Year Old[/url]

A true story of the writer's experience learning a business in every facet from the ground floor up while a young man living in the big Canadian Apple. It helped develop character, fortitude and taught him how to stand tall in the face of adversity amongst other skills learned.

There are major differences in the approaches to selling products versus services. Customers feel differently about the nature of the two as well. Products like a new power tool, a new line of mineral makeup, or carpeting are definitely more tangible than a massage, a way of investing, or insurance policies.

If you had access to a magic bullet that could vastly improve your marketing plan right now, would you be interested? If you had the most cost-effective tool that ever...

Tags

Links

Digg It - Sales Lessons From A Ten Year Old

Related Articles: