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Digg It - Advice for New Salespeople: From a Sales Pro
From a seasoned salespro, here are some words of advice...
But a word of warning... if you're looking for the "top ten tips" for closing the sale, or the "3 easiest ways to overcome objections", then this art
But a word of warning... if you're looking for the "top ten tips" for closing the sale, or the "3 easiest ways to overcome objections", then this art
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
icle might not be right for you.
There are many different resources available for salespeople in how to close, how to manage time, how to ask questions, how to manage a territory, and how to stay motivated.
There are many different resources available for salespeople in how to close, how to manage time, how to ask questions, how to manage a territory, and how to stay motivated.
; 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
In fact, there has not been a major advance in the sales profession since the early 1900s -- since the beginning of what is now called "solution selling."
The next evolution in selling is upon us, and it requ
The next evolution in selling is upon us, and it requ
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
ires all salespeople to conduct a thorough review of where they are, who they stand for, and what they are trying to achieve. If you are not actively embracing this evolution, you will be passed by -- by thos
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 who are now just coming into the profession -- the "new" sales reps who are seeking to first understand "WHAT" sales is, before they learn "HOW" to apply selling techniques.
The evolution underway was born
The evolution underway was born
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
from each salesperson’s ability to fully customize their own selling system to the needs of the clients and their territory. Seasoned sales pros of today have a deep command of the basics, and they've come up
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
with something that is uniquely their own over time.
They have fully customized an approach that maximizes strengths and minimizes weaknesses -- it just took 10--15 years (or longer) to do for many people.
They have fully customized an approach that maximizes strengths and minimizes weaknesses -- it just took 10--15 years (or longer) to do for many people.
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
n the next evolution of selling, each of salesperson must have a foundation of sales competency and and understanding of the framework of selling is, before they learn a single technique.
So, my advice for an
So, my advice for an
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
y new person coming into sales would be to first strive and understand the universally applicable knowledge, skills, and abilities you must have to be successful. When you read as many books as you can, atten
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
d as many seminars as you can, and ask as many questions as you can, then do it some more. You must work hard to to understand the common "sales language" that other salespeople have. You must be able to en
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
gage in a professional discussion with another salesperson who might even be your competitor because of this common language. One way to think of it --- work hard to learn and discuss what it means to be a pr
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
ofessional. Just like doctors who all understand the contents of "Gray’s Anatomy Book."
The harder you work at the beginning of your career, the better we all are. Other people outside the profession will s
The harder you work at the beginning of your career, the better we all are. Other people outside the profession will s
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
oon begin to see selling for what it is – a major catalyst in the global economy. Until that time, be proud of selling. Do not be afraid of who you are. Take comfort in the fact that there are over 30 milli
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
on of you across the globe.
I also challenge each person to look at his or herself and engage in a dialogue with their customers around what a great sales professional is in their mind. I would also challeng
I also challenge each person to look at his or herself and engage in a dialogue with their customers around what a great sales professional is in their mind. I would also challeng
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
you to submit your contributions to UPSA and help us define the universal selling framework and make it even better. If you are not contributing to the profession, you are not being professional. You have t
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
o take ownership and you have to take responsibility for yourself and your success. With this becoming outwardly visible, believe me, your sales will increase, the trust of your customers will increase, and y
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
our impact to others will increase.
Finally, I would submit that many salespeople have become their own worst enemy. Work hard to not let this happen to you!
It’s just to easy to be complacent, apathetic, an
Finally, I would submit that many salespeople have become their own worst enemy. Work hard to not let this happen to you!
It’s just to easy to be complacent, apathetic, an
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
d unaware of what your professional calling entails. So do not let yourself become one of the masses.
Winston Churchill said :"Never give in--never, never, never, never, in nothing great or small, large or p
Winston Churchill said :"Never give in--never, never, never, never, in nothing great or small, large or p
.
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
etty, never give in except to convictions of honour and good sense. Never yield to force; never yield to the apparently overwhelming might of the enemy.'' Your enemy is your own ignorance about your professio
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
n. To overcome this ignorance attend sales training (not product training). Read sales books. Get a higher level business degree. Never stop learning. Be a student of selling – and you’ll reap the rewards
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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