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Of course you know how important your spiel really is to your success. And of course, everyone else knows that you know that. But more importantly, it

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

’s how you present yourself that often helps close the sale or close the door.

I’m not talking about your presentation materials - the slides, overhea

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

Examples of combination products may in

ds, brochures and all the rest of your sales aides. While they definitely play a role in the scenario, what I’m really talking about is you – most spec

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

fically, your communications skills.

Many of us have been lead to believe that what we say is the most important part of the sales pitch. Sure, the wo

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

rds are important, but two other key factors play a critical role. Our body language and our tonality are often higher in the hierarchy of communicatio

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

Combination pro

s skills in sales, as in life, than just the words.

All too often a salesperson will drone on discussing the features and benefits of their products o

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

r services, or continue to repeat themselves or make small talk without realizing that they lost their prospect’s attention. Sometimes a salesperson wi

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

ll lose out the moment he or she enters the meeting.

How you walk, stand, sit, lean, gesture as well as the tone and volume of your voice, speech rate

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

and other factors help determine whether or not you can establish a meaningful unspoken bond with your prospect or client.

Scientific studies in the f

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

ield of neurolinguistic programming illustrate the fact that fifty-eight percent of communication comes from body language, thirty-five percent from to

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

ality while only seven percent comes from the words we use.

If you know everything about your product but your body language is overbearing to your pr

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

Following aspects would a

ospect and the tone of your voice makes him or her want to wear ear muffs, then you might as well fold up the tent and go home!

The secret to knowing

dd to the challenges in developing combination products:

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

what body language and tone of voice to use is to watch your prospect.

Generally people feel most comfortable with and like others who are a reflectio

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

of themselves. So logic tells us that when you’re in the presence of your prospect act like them.

Reflecting the pace, tone and other aspects of thei

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

r voice, as well as the posture and movements of their body adds a certain subconscious rapport. But keep in mind that this “mirroring” behavior is not

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

merely a mime act.

It’s important to note that once you fully understand the value of reading others, this matching aspect of communication will becom

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

Professional from academic institutions, pharmaceutical industries, health care indust

e second nature. As a matter of fact everyone does it to some degree in our daily interactions anyway.

Think about the time you had a conversation wit

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

h someone and realized that both of you were in the same position, using the same gestures and tone of voice. You both may have been sitting in chairs,

.

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

slightly leaning backwards, hands behind your heads, easily talking about an interesting topic. How easy and comfortable that conversation was!

Now th

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

Companies that provide selfless information through particip

ink about using that same technique as part of your daily sales routine.

Once you do that ease and rapport will comfortably lead to more sales! Try it

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 have found a new Accountancy Job and you need to resign from your current role, then these few words of advice should help you. Resigning is daunting and there are right and wrong ways of going about this. So, what is the best way of resigning and what should you do?

We see many companies still suffering from the traditional struggle between the marketing silo and the sales silo inside their businesses. Is this happening in your firm? It doesn’t have to be that way. Frequently, marketing and sales spend too much time and energy competing with each other for resources and a CEO’s attention, as opposed to taking a more enlightened approach: focusing on integrating their efforts in order to optimize the company’s overall revenue growth.

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