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One of the simplest ways to increase your productivity as a salesperson is to tune into your buyer's

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

point of view. When you are in tune with your buyer you have empathy. This means that you can identif

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

Examples of combination products may in

with and understand their situation, feelings, and motives.

When you are in tune with your buyer ev

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

erything you say or do seems to be right on the mark. The buyer gets the feeling that you really unde

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

stand them and the road to a successful sale lights up like an airport runway. The opposite is also t

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

Combination pro

rue. When you are not in tune with your buyer nothing you can do or say will seem to be right. When y

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

u push they pull and vice versa.

Master salespeople know the importance of empathy and tune in to th

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

eir buyers as quickly as possible. Novice salespeople on the other hand, rarely make the effort. This

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

lack of empathy between buyer and seller accounts for much of the negative experiences many consumers

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

experience.

This kind of selling requires a genuine desire on the part of the salesperson to try an

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

be of service. It is pretty easy to spot the salesperson with this kind of desire. These salespeople

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

Following aspects would a

take an interest in the buyer on a more personal level. The empathetic salesperson asks more question

dd to the challenges in developing combination products:

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

s and better questions. They ask the type of questions that get the buyer to open up and talk about

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

heir situation.

Buyers like salespeople that reach them on a personal level. Everyone likes to be li

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

stened to and understood. When you demonstrate to your buyer that you are interested and paying atten

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

ion they will open up to you and tell you what it will take to make a sale. Here are a few reminders

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

Professional from academic institutions, pharmaceutical industries, health care indust

to help you focus on your buyers;

Focus your attention on your buyer. Do not allow yoursel

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

to become distracted.

Look for something you like in the other person. What do you think t

.

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

heir friends like about them?

Get your buyer to tell you their situation, hopes and fears w

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

Companies that provide selfless information through particip

th well prepared questions.

Sell with empathy and increase your productivity immediately

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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Researchers have discovered that since 1965 the overall stress levels in the U.S. have increased nearly 50%, and it is estimated that 75-90% of all office visits to health care professionals are for stress-related symptoms and disorders.

Have professionals (lawyers, CPAs, consultants) taken over too much of our business lives? A great deal of money is spent on these services which contribute very little to the value of our products and services.

Ever been put off by traditional closing the sales techniques. Confine these to the 21st Century dustbin and focus on rapport selling closing which puts the customer first. Ease the close in throughout the sales interview and you won't go far wrong and you won't be rejected either.

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Digg It - Salesmanship and Empathy

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