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Digg It - You Won't Believe the Power of This Word!
From border to border and coast-to-coast, sales pros line up to confess, “After I hear enough objections, I feel like a whipped puppy and want to limp off into the sunset with my tail between my legs.” Then wi
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
th a hint of hopeful expectation in their eyes, they ask, “What can I do to keep my attitude up?”
Staying upbeat in the face of rejection is not as hard as you may think. In fact, it isn’t difficult at all, h
Staying upbeat in the face of rejection is not as hard as you may think. In fact, it isn’t difficult at all, h
; 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
wever, it does require that you be in control of you.
You must make a choice to turn your thoughts and words from the negative to the positive. You must decide you will not allow anyone’s negativity to suck t
You must make a choice to turn your thoughts and words from the negative to the positive. You must decide you will not allow anyone’s negativity to suck t
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
he life out of you. If you’re willing to give it a go, you’ll be glad to know that, yes, there are ways to stay pumped up, yes, even in the face of rejection.
Not long ago, a group of executives and sales pro
Not long ago, a group of executives and sales pro
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
essionals attending a strategic planning workshop in Las Vegas wrestled with this very issue. The question on the table was this, “What tips, tools, and techniques could they pass on to their sales force that
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
ould help them stay up in the face of objections that seemingly always lead to defeat?”
Toward finding an answer to that question, I asked them, “What is the first word that should come out of the mouths of y
Toward finding an answer to that question, I asked them, “What is the first word that should come out of the mouths of 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
ou and your sales pros when greeted with an objection?” … “Great!”
As I looked into their deer-caught-in-headlights stares, I yelled out, “GREAT!”
Those folks looked at me as if thinking, “Is she serious?”
As I looked into their deer-caught-in-headlights stares, I yelled out, “GREAT!”
Those folks looked at me as if thinking, “Is she serious?”
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
responded to their disbelief with examples.
“If your busy prospect says, ‘We have contracts with all of your competitors and have no room left for you.’ What do you imagine will happen if sales pros retort w
“If your busy prospect says, ‘We have contracts with all of your competitors and have no room left for you.’ What do you imagine will happen if sales pros retort w
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
th a big smile and an exclamation, ‘Great!’”
“If your prospect is pressed for time and says, ‘I don’t have time to talk; call me in a year.’ How will they react when sales people look ‘em in the eye, smile an
“If your prospect is pressed for time and says, ‘I don’t have time to talk; call me in a year.’ How will they react when sales people look ‘em in the eye, smile an
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
d say, “Great!’”
“If your prospect says, ‘How was your week?’ Say, “I’m not sure I recall, but you can bet it was ‘Great!’”
Do you know what happened? The whole audience of top-notch sales professionals and
“If your prospect says, ‘How was your week?’ Say, “I’m not sure I recall, but you can bet it was ‘Great!’”
Do you know what happened? The whole audience of top-notch sales professionals and
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
ales executives laughed—loudly.
Here’s why ... they immediately recognized these simple truths … we’re each responsible for our own attitudes and when you greet every objection with a totally unexpected, posi
Here’s why ... they immediately recognized these simple truths … we’re each responsible for our own attitudes and when you greet every objection with a totally unexpected, posi
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
ive exclamation, you maintain control of the tone of the conversation.
A positive response in the face of a potentially negative objection pleasantly surprises prospects and serves to keep the attitude of the
A positive response in the face of a potentially negative objection pleasantly surprises prospects and serves to keep the attitude of the
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
sales person upbeat. A light heart and an upbeat attitude increase the odds of your ability to get mentally unstuck and overturn any and all objections to scheduling a sales appointment.
The camera man who w
The camera man who w
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
s filming one of my workshops in Kansas City returned from a break saying he had tried immediate application of greeting each objection with “Great!”
Of course I was tickled to hear he was paying attention an
Of course I was tickled to hear he was paying attention an
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
glad to hear he took the matter seriously and had such quick results to report.
The camera man went on to tell his story, “During the break I approached a woman in the lounge and our conversation went someth
The camera man went on to tell his story, “During the break I approached a woman in the lounge and our conversation went someth
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
ing like, …
“Do you want to go out with me?”
“You’re not interested? Great!’”
That was not exactly the application I anticipated hearing, but it brought a smile and reinforcement for the learning.
Here’s t
“Do you want to go out with me?”
“You’re not interested? Great!’”
That was not exactly the application I anticipated hearing, but it brought a smile and reinforcement for the learning.
Here’s t
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
e bottom line for you. There is no need for you suffer from the pain of rejection. There is no need for you to give up your cheerful countenance to a prospect who tries to take your sales presentation into a d
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
wnward spiral. You can turn that downward spiral into a tightly wound spring and bounce back with enthusiasm.
Your words determine the direction of a sales presentation. Follow the prospect’s lead and the cal
Your words determine the direction of a sales presentation. Follow the prospect’s lead and the cal
.
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
l will spiral downward. Inject your own upbeat response into the conversation and watch that downward spiral turn into a tightly wound spring that’ll bounce the tone of the call upward toward your goal.
Expec
Expec
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
“Great!” things when you plan your positive responses and be creative in where you apply them. They will come in handy when you need to slay a giant.
Forward this article to a friend—they’ll thank you for it
Forward this article to a friend—they’ll thank you for 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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