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Digg It - Sales Success Tip-How to Sell to Different Personalities
You can see immediate results in your bank account by remembering that not everyone is like you. The very things that may help you make a sale to one p
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
erson may just as easily disqualify you from the next. Bob may love to "shoot the breeze" before he gets into any specifics about what he wants to buy
; 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
r you want to sell. Susie on the other hand may think "shooting the breeze" is a waste of time and because you waste time, she can only expect that you
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
product or service will do the same. According to American Psychologist Dr. William Moulton Marsden, designer of the DISC Personality Profile, there fo
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
r basic personality types:
1) Dominant
2) Influential
3) Steady
4) Compliant
How you interact with each will de
1) Dominant
2) Influential
3) Steady
4) Compliant
How you interact with each will de
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
ermine your level of success. The initial reaction I get from people who hear this for the first time is that they will not change just to make a sale.
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
Poppycock. You do it everyday. Do you relate to your boss the same way you relate to your children? Do you relate to your wife the same way you rela
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
e to your Aunt Gertrude? Of course not! To do so would not only be foolish, but quite possibly dangerous! While this system is far from infallible as
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
ost people are not completely in one category or another, but most likely a combination of several, it can give you that small advantage that may make t
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
e difference. (If you don't believe that small things matter, simply look at the results of the Preakness. Even after having run over a mile, the diff
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
rence between winning and losing was so small that it could not be seen by the naked eye. The winner was determine by a photo finish!)
To better under
To better under
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
tand how to use this information to increase your sales would require more than what I can explain here, but here are some very basic things to remember
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
about the four personality types: Dominants tend to like control They are confident, outspoken and say what they feel. They like to be leaders, to do
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
hat no one else is doing. Appeal to them by showing them how they can be different or more successful or by being a trendsetter. Influentials are gener
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
lly very friendly and outgoing, They don't like a lot of detail. You need to win them over and be their friend. If you don't show them that you care
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
bout them or that you like them, they won't buy from you. The Steadies don't like to rush things.
They like to plod along, thinking things over before
They like to plod along, thinking things over before
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
oing anything. They don't like making quick decisions. You need to build rapport with them much more so than the others. Be reserved as they are and
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
on't rush things. Compliants love to collect facts, figures, data, anything that can be analyzed before making a decision. They often resist change bec
.
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
use change means the unknown and the unknown means a lack of data to support their decision. There is so much more to learn about each of these person
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
lity types and how to interact with each. Yet, simply being aware of the differences can help you to close sales you might otherwise have missed out on
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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