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Digg It - If You Want to Sell, Don't Be a Salesperson!
Salespeople are infamous for making others feel bad.
They cold call complete strangers to judge their business decisions and make them feel sorry and stupid for choosing their current provider
They cold call complete strangers to judge their business decisions and make them feel sorry and stupid for choosing their current provider
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
. They feed on every negative emotion to get the only thing that matters: the sale. They treat their prospects like numbers, instead of living, breathing people.
Unsurprisingly, people find salespe
Unsurprisingly, people find salespe
; 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
ople annoying, pushy, and rude. Nobody likes them, and nobody likes buying from them.
People buy from people
The only way to connect with your prospect is to act like a person instead of a s
People buy from people
The only way to connect with your prospect is to act like a person instead of a s
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
alesperson, and treat them like a person instead of a sale.
Like you, your prospects have emotions, which are often overlooked by salespeople who use old world techniques like sales scripts and autom
Like you, your prospects have emotions, which are often overlooked by salespeople who use old world techniques like sales scripts and autom
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
ated messages. By addressing these human emotions and using them to create a positive, personal atmosphere, you can create an experience that is best for making the prospect your friend and your loya
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
l customer.
Salespeople believe that making a prospect angry about their current supplier will somehow make themselves look good.
They try to find the pain that the prospect is experiencing i
Salespeople believe that making a prospect angry about their current supplier will somehow make themselves look good.
They try to find the pain that the prospect is experiencing i
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
n their current situation, and think that exposing that pain will make the prospect want to switch suppliers.
It doesn’t work this way!
Pressing the prospect’s hot buttons and stirring up negative e
It doesn’t work this way!
Pressing the prospect’s hot buttons and stirring up negative e
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
motions will make their experience with you negative. You’ll succeed at making the prospect angry, but they’ll be angry with YOU!
All the painful emotions they experience with you will actually push
All the painful emotions they experience with you will actually push
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
the prospect farther from the sale. It will also make the status quo look pretty good. The prospect will choose to do nothing and you will lose the prospect and the sale!
The key to connecting wit
The key to connecting wit
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
h your customer is in creating an emotional situation that will lead to change. Show your prospect that it is better for them to change than to remain with the status quo. Creating this emotion is a
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
bit more complex, and is not as easy (or overused) as the old world technique.
It requires being less abrasive, and allowing the customer realize (on their own) the painful reality of their situation
It requires being less abrasive, and allowing the customer realize (on their own) the painful reality of their situation
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
with their current supplier. If they are unhappy with their current supplier, they will find the pain on their own. They don’t need your help exposing it!
Salespeople put their reasons for sell
Salespeople put their reasons for sell
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
ing before a customer’s reason for buying.
Let’s be honest, your customers don’t get as excited about your product as you do. In fact, most salespeople sell things that are pretty ordinary and n
Let’s be honest, your customers don’t get as excited about your product as you do. In fact, most salespeople sell things that are pretty ordinary and n
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
ot very interesting.
Because of this, the only way to sell your product is to figure out what could motivate your customer to buy it! Through intriguing questions and engaging conversation, you can
Because of this, the only way to sell your product is to figure out what could motivate your customer to buy it! Through intriguing questions and engaging conversation, you can
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
learn about your customer personally and determine the specific benefits they would gain from purchasing your product.
Your job is to get the customer to visualize these benefits. Your creative and e
Your job is to get the customer to visualize these benefits. Your creative and e
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
ngaging visualization will create positive emotion and make their experience with YOU a good one! When they visualize how rewarding your product is, they will find the motivation needed to create a c
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
hange and buy from you!
Salespeople don’t consider their prospect’s fears.
Any important decision is often accompanied with fear. Before your prospect can act on their motivation to buy from
Salespeople don’t consider their prospect’s fears.
Any important decision is often accompanied with fear. Before your prospect can act on their motivation to buy from
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
you, you must first eliminate their fear of changing the status quo.
The only way to eliminate fear is to identify it, and the only way to identify it is through engaging conversation. You must mak
The only way to eliminate fear is to identify it, and the only way to identify it is through engaging conversation. You must mak
.
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
e every effort to truly understand your prospect in order to help them overcome this fear. Change can be hard, but your prospects will look forward to it if you make it seem appealing and worth their
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
while!
By understanding and responding to your prospect’s emotions, you can create a positive atmosphere. This will motivate and encourage your prospect to be unafraid of change and to buy from you
By understanding and responding to your prospect’s emotions, you can create a positive atmosphere. This will motivate and encourage your prospect to be unafraid of change and to buy from you
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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