Digg It - Business

To Keep Growing, Replay The Call – Every Time

Most salespeople continue to make the same mistakes over and over, never recognizing their erro

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

rs. Therefore, beyond a certain point, they never really get much better at what they do. How can you avoid that trap?

Top salespeople neve

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

Examples of combination products may in

r stop improving because they 'replay' every sales call they make.

To continually improve your performance, you need two things. First, you

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

need a systematic, step-by-step approach to planning and conducting the sales call that gives you a clear picture of what the whole process lo

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

ks like when it's done right. Second, you need a strategy for critiquing your own performance regularly in light of that ideal approach.

The

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

Combination pro

nine-act structure of Action Selling provides you with the systematic process. And by mentally reviewing your performance in each act after

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

every sales call you make, successful or not, you ensure that you will never stop improving as a sales pro.

Here are some sample questions 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

at top-performing salespeople ask themselves after every sales call:

1. What Commitment Objective did I set for the call? Did I achieve it?

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

If not, what commitment did I gain from the customer and how?

2. Was the person I called upon the ultimate decision maker? If not, did I gai

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

n a commitment that will take me closer to that decision maker? Why or why not?

3. What needs did I uncover and agree upon with the customer

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

? Are they needs that will let me differentiate my product?

4. How did I show that my company would be a good match for the customer's compa

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

Following aspects would a

ny? Could I have done this better? How?

5. Did I tie the needs that I uncovered to the capabilities of my product? Did I describe my produ

dd to the challenges in developing combination products:

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

t's benefits in terms that address those needs specifically and powerfully? How could I have done better?

Objections are the customer's resp

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

onse to unasked questions. Ask The Best Questions early in the sales call, and customize your presentation so that you'll hear far fewer obje

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

ctions later. If you do hear an objection late in the call, figure out the question you should have asked and ask it now.

In The Field:

Aft

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

er the conclusion of an Action Selling Sales Training Workshop not long ago, I was approached privately by one of the more mature attendees.

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

Professional from academic institutions, pharmaceutical industries, health care indust

If I had only learned this 30 years ago," he said ruefully, "my life would be much different today."

Naturally, I had to ask: "What would be

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

different?" I will never forget his response. "Everything," he said. "I wouldn't be working at this stage of my life. This workshop has poi

.

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

nted out so many mistakes that I have been making throughout my sales career. Those errors have hurt my income for 30 years."

Those may be th

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

Companies that provide selfless information through particip

e saddest words I've ever heard. If you have a feeling that you may be repeating the same old mistakes in your sales approach, take charge now

tion in industry events and feedback to regulatory authorities would be able to face the challenges and will be successful in developing combination products

HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.diggit.org.ua/article/39893/diggit-The-Sales-Training-Series-Keep-Replaying-The-Sales-Call.html">The Sales Training Series: Keep Replaying The Sales Call</a>

BB link (for phorums):
[url=http://www.diggit.org.ua/article/39893/diggit-The-Sales-Training-Series-Keep-Replaying-The-Sales-Call.html]The Sales Training Series: Keep Replaying The Sales Call[/url]

Employee screenings use legal, medical, human resource, and other government offices related records to get a good insight into a job applicant’s background. They must have access to these records in various government offices such as the DMV, criminal records bureau, medical institutions, and schools.

In many states the Department of Motor Vehicles comes under fire because the customers are not satisfied with the level of service. In some states the Department of Motor Vehicles is the subject of many jokes anytime someone has to wait in line.

The Super Blog is the ultimate tool for media communication and in the process eliminates the dreaded PR rejection

Tags

Links

Digg It - The Sales Training Series: Keep Replaying The Sales Call

Related Articles: