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Sales textbooks are filled with examples of trial and final closes, and if you are a student of the art and science of professional selling you no doubt have read many, if not all of them.

The issue of course is that in today’s marketplace b

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

uyers have become accustomed to just about every clever line and manipulative phrase that sales people ever invented. Instead today, the buyer community is keenly aware of the overused, old hat clich?s sales people traditionally used to qual

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

Examples of combination products may in

fy them.

In today’s world buyers are strongly focused on products, systems and services that return real value for the commitment of doing business with you. And old style stale selling ways are fortunately being replaced by new, and greatl

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

improved methods that give the buyer credit for intelligent decision-making.

One of those methods is to make a professional presentation after enough fact-finding that establishes the buyers needs, wants and desires. Professional salespeop

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 have spent a reasonable amount of time investigating these are the ones who will be in the best position to perform what traditionally is referred to as trial closing.

As a professional, however, you recognize that part of the fun of s

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

Combination pro

lling is to enjoy what you are doing for a living. Let no one doubt for an instant that buyers still like doing business with professionals who are competent in their company’s policies, products, processes, procedures, practices and prices.

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

Taken as a body these cumulatively could be called “manifested” competency skills. Similarly, interesting, fun and enjoyable could be called “personality” competency skills. Top-flight professional sales people usually have huge amounts of

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

oth.

Yet, how can you be fully knowledgeable about your company, be up all the time, be fun and entertaining too when by virtue of what you do for a living has “no’ associated with it.

Here’s a way to do it and at the same time develop an a

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

ditional skill set as a by-product.

Have you have reached a point in your sales career where you recognize that all the trite and hackneyed trial closes just don’t seem to make you feel comfortable anymore? Do you see your prospect rejectin

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

them? Then try this. It’s called use your senses, and here’s how it works.

There are numerous studies that describe the types of communications that are successful; typically these are culturally dependent. Kinetics, body language, appea

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

ance, voice modulation, pace and delivery of speech and personal space are a few. Each on its own is a study of and by itself. So how do you determine if your delivery and message are being well received and you are getting through to your

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

Following aspects would a

prospect?

One way is to provide a natural checkpoint in the presentation that lets you find out how your message is being delivered. Three of your five senses, namely see, hear and feel give you the checkpoints to determine if your prospect

dd to the challenges in developing combination products:

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

and you are tracking in parallel.

The purpose of a demonstration and presentation is to clarify in the prospects mind what your product, system or service will do for them; this you would have already identified in the fact finding/analysis

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

tage. During the presentation, whether on the phone or face-to-face you should be able to “sense” how your prospect wishes to have information presented. So now you should be able to pause during your statements of fact and ask simple yet ef

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

ective questions.

And using one of those three senses is a sure fire way to monitor how well you have been doing.

Try these the next time you want to intermittently check your presentation progress. If your prospect appears to be visually

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

riented ask them ‘do they see it’? If on the other hand your prospect concentrates on the words, ask them ‘how does that sound’? Moreover, if your prospect is outgoing, then you have a wonderful opportunity to ask them “how they feel’ about

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

Professional from academic institutions, pharmaceutical industries, health care indust

what you have said. In the process you have called on the prospect to make an assessment or evaluation. They certainly will be more comfortable with you since you listened for their response, what they had to say and in so doing have made t

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

em part of the process.

In the new age of selling, the cornering techniques used by past generations of sales people are just not effective anymore. The savvy buyer is immune to them and more than likely will turn off to overused phrases an

.

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

outdated methods. An improved way to demonstrate your professionalism, sales skill and knowledge of people is to let them assimilate your information and while they are doing that, stop and ask a question or two based on using their senses.

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

Companies that provide selfless information through particip

You’ll find the buyer is more appreciative of your down-to-earth forthright style, as well as much more prone to give you honest feedback that you need in order to “see”, “feel” and “hear” if your presentation is on track…especially for them

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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Do you have mold in your home? If so, there is a good chance that you know that you do, as many molds can be seen by the naked eye. If you have mold in your home, it may be dangerous. That is why it is important that you get it taken care of.

Americans are well familiar with the downsizing, outsourcing and offshoring of the U.S. manufacturing base which has seen 2/3 of its jobs lost in the past 20 years, having been traded in for third world cheap labor. And while white-collar workers have hardly been immune from offshoring practices infiltrating boardrooms, indication now is that the tide has changed.

According to best-selling author, popular keynote speaker, and President of Customersatisfaction.com, Dr. Gary S. Goodman, you'll sell more by sticking to a script instead of foolishly trying to wing-it, in an effort to sound un-canned and spontaneous.

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