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Every salesperson has experienced the fallout from working in a profession with a bad reputation. Regardless of whether they sell cars, insurance, or cute, cuddly puppies, people seem to tur

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

n their nose with just the thought of talking to a salesperson.

I found myself in a situation that showed me exactly why salespeople are given such a bad name right after the death of my gra

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

Examples of combination products may in

dfather.

During my grandfather’s wake, a conversation with a commercial real estate agent took a sharp turn towards a crude plug for his business. Among mourning friends and family, and no

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

ore than ten feet from my grandfather’s casket, the agent reached into his shirt pocket and pulled out a business card. Smiling, he said, “I would love to talk to you about a few commercial

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

roperties I have listed. Give me a call.”

The socially reprehensible gesture smacked me coldly in the face. I couldn’t stop staring at the card, wondering how I had found myself in this co

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

Combination pro

mpletely inappropriate sales moment. Was he really trying to sell me commercial real estate at my own grandfather’s wake? Yes, yes he was.

The sting of the situation lasted for several day

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

. As I replayed the scenario in my mind, I suddenly understood why salespeople in every profession have such a bad reputation. Salespeople who see others as dollar signs and sales, instead

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

f real human beings, ruin the reputation of honest, good-hearted salespeople. Sadly, it’s only a small fraction of those in the profession who make us all look bad.

The moment I realized th

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

s, I made a promise to take the moral highroad in my sales career, and I drafted my personal sales philosophy. While the sales profession as a whole may have a bad reputation, I realized I c

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

ould take control of my own actions to build the solid personal reputation of a great salesman. My philosophy has two simple rules for treating my customer the best I can: provide value firs

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

and make a friend at all costs.

Too many salespeople forget what’s like to be one of our own customers. When you see yourself through the eyes of your customer, you quickly realize the nee

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

Following aspects would a

to always provide value first. Otherwise, your motives may seem completely one-sided and selfish.

With the definition of value changing from industry to industry, how do you know what is v

dd to the challenges in developing combination products:

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

luable? Simple. Providing value means giving your customers something they will appreciate; something they will actually thank you for. It means giving them something selflessly, without t

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

he guarantee of something in return.

Whether you are cold calling, networking, or working the phones, take a look at your contact with prospective customers. Are they thanking you for what

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

ou are offering them? If not, you need to change your methods.

Providing your customer with value on your first encounter shows them your true intentions to do what is best for them. This

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

s what helps earn their trust and respect for you.

This first step is the easiest way to build rapport with your customer, and to build the foundation for my next rule, to make a friend at a

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

Professional from academic institutions, pharmaceutical industries, health care indust

l costs.

Your customers do business with people that they like and trust as friends. Therefore, every conversation you have and action you take should advance your friendship with your pros

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

pective customer.

Focusing your efforts on making friends will liberate you from the mechanical sales tricks and stiff verbiage you have learned over the years. Boil things down to their co

.

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

e, and find simple ways to build real and meaningful relationships with customers.

Using these two rules helps you create a sales method that is simple and unique. When you know your custom

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

Companies that provide selfless information through particip

r personally, you can shape your method to their specific needs. When your customer knows you personally, you can dispel the bad reputation of salespeople, and make a great name for yourself

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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If you haven't maintained your organizational practices in your business, work becomes increasingly inefficient.

Do you realize that consumers searching for life insurance products are, more and more, doing so via internet search engines? Do you, as a life insurance broker, have an internet presence to grab your share of the life insurance sales leads? If not, your competitors are taking business that you, yourself, could be getting.

If you want to jump-start your sales performance - connect to the positive terminal.

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