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Digg It - Ten Steps To Better Listening
Talking is the least important half of any conversation. Listening is the real skill. Listening for what is being said, what is being omitted and what's being given a "spin."
You won't get what you need from any conversation unless you know how to listen correctly -- and know what to listen for. Questions,
You won't get what you need from any conversation unless you know how to listen correctly -- and know what to listen for. Questions,
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
properly used, draw out what you need to hear. But they will be useless unless you listen closely enough to catch what people are telling you.
Here are some crucial guidelines for listening: what to listen for and how to make sure you don't miss it.
1. STAY IN THE MOMENT
Don't allow your attention
Here are some crucial guidelines for listening: what to listen for and how to make sure you don't miss it.
1. STAY IN THE MOMENT
Don't allow your attention
; 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
o drift. Don't let your mind run ahead, preparing the next question or anticipating the flow of conversation. Stay right here. This is where the action is. Don't miss it.
2. DON'T FEAR PAUSES
Many people are afraid they'll look stupid if there's a pause while they consider what to say next, so they
2. DON'T FEAR PAUSES
Many people are afraid they'll look stupid if there's a pause while they consider what to say next, so they
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
une out part way through the answer to start preparing.
Listening to the answer is far more vital than having the next comment ready as soon as the other person draws breath. Thought is much faster than speech. It may feel as if minutes pass while you get your next question ready, but it will be a few secon
Listening to the answer is far more vital than having the next comment ready as soon as the other person draws breath. Thought is much faster than speech. It may feel as if minutes pass while you get your next question ready, but it will be a few secon
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
s at most; a few seconds in which the person you're talking with will see you have truly listened.
Which will best encourage openness: being slick with the next question or showing you truly listened to the last answer?
3. LISTEN TO "WHAT," THEN "HOW" AND LASTLY "WHY"
Always listen in this order. G
Which will best encourage openness: being slick with the next question or showing you truly listened to the last answer?
3. LISTEN TO "WHAT," THEN "HOW" AND LASTLY "WHY"
Always listen in this order. G
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
et the basic facts clear first (the "what"), then move on to see how they fit together (the "how"). Lastly, try to understand why -- the motives, thoughts and intentions behind the actions and behaviors.
Listening like this will show you right away where essential parts of the story are missing, so you can
Listening like this will show you right away where essential parts of the story are missing, so you can
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
sk a question to draw them out.
4. WATCH FOR PATTERNS
Patterns are the most revealing elements in any person's story: patterns or action, patterns of choices, patterns of responses to others. Any specific action may be no more than chance. We all make bad choices and take wrong turns. None of that i
4. WATCH FOR PATTERNS
Patterns are the most revealing elements in any person's story: patterns or action, patterns of choices, patterns of responses to others. Any specific action may be no more than chance. We all make bad choices and take wrong turns. None of that i
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
specially important. But if there is a pattern of bad decisions -- or a pattern of good, courageous ones -- that suggests a recurring trait that will apply in the future as much as it has in the past.
I can't tell you how to do this. Some people seem almost incapable of noting patterns, even after you've p
I can't tell you how to do this. Some people seem almost incapable of noting patterns, even after you've p
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
inted them out. It's all about spotting links between seemingly disconnected topics; the kind of links you get in a good mystery novel where the detective pieces all the clues together into an unanswerable proof of guilt.
What I can suggest is that you practice. Like all skills, practice will improve your p
What I can suggest is that you practice. Like all skills, practice will improve your p
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
erformance. The more practice you have, the easier it will be, until you can do it in real time.
5. DON'T MAKE NOTES OBSESSIVELY
Taking notes is good practice, just so long as it doesn't interfere with the natural flow of the discussion. Don't allow long pauses while you break eye-contact to scribbl
5. DON'T MAKE NOTES OBSESSIVELY
Taking notes is good practice, just so long as it doesn't interfere with the natural flow of the discussion. Don't allow long pauses while you break eye-contact to scribbl
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
on your pad.
The simplest suggestion is to note just a word or two and fill in the blanks immediately after the interview when the detail is still fresh in your mind. Don't assume you'll remember what "toes" meant when twenty-four hours have passed.
6. WATCH FOR EYE AND BODY MOVEMENTS
We communica
The simplest suggestion is to note just a word or two and fill in the blanks immediately after the interview when the detail is still fresh in your mind. Don't assume you'll remember what "toes" meant when twenty-four hours have passed.
6. WATCH FOR EYE AND BODY MOVEMENTS
We communica
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
e in many ways beyond words. But don't fall for pop-psychology interpretations of body language. Shifting in the seat may mean anxiety about some deception. But it may also mean the other person is too hot, too cold, or needs the bathroom.
There is never a simple, perfect "interpretation" of so-called body
There is never a simple, perfect "interpretation" of so-called body
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
anguage. It's best to see it for what it is: a sign that something is going on that might demand your attention. Use it as a wake-up signal and you won't go wrong.
7. NEVER ARGUE OR GET EMOTIONAL
Whatever the other person says in a formal conversation, however much you disagree or loathe what's bein
7. NEVER ARGUE OR GET EMOTIONAL
Whatever the other person says in a formal conversation, however much you disagree or loathe what's bein
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
g said, never, never rise to the bait. Be respectful, without implying agreement or disagreement. Keep your attention alert and your mind open. You have a job to do, not a debate to win. Getting into an argument will interfere with your purpose.
8. LISTEN FOR TONE AND CHOICE OF WORDS
One of the leas
8. LISTEN FOR TONE AND CHOICE OF WORDS
One of the leas
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
conscious parts of speaking is the tone we use: relaxed, tight, anxious, angry. Listening to the tone can alert you to meanings far beyond the literal interpretation of the words used.
Does the other person sound at ease? Tense? Uncertain? Angry? Sad? What might this suggest? Does it form a pattern?
Our c
Does the other person sound at ease? Tense? Uncertain? Angry? Sad? What might this suggest? Does it form a pattern?
Our c
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
oice of words can sometimes be a giveaway too. Especially if that choice results in using emotional or judgmental words.
If I say a customer is "demanding," that's an objective outlook. If I use words like "awkward," "nasty," "deceitful," "dishonest," or "bloody-minded," I am being judgmental and revealing
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
y emotions as well. Which tells you more about my attitude?
Just remember not to over-react to a single instance. Maybe that customer was dishonest. It happens. Look for patterns that suggest a fixed attitude.
9. REMEMBER YOU'RE HEARING A STORY
Listen for the ebb and flow; the big themes and
Just remember not to over-react to a single instance. Maybe that customer was dishonest. It happens. Look for patterns that suggest a fixed attitude.
9. REMEMBER YOU'RE HEARING A STORY
Listen for the ebb and flow; the big themes and
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
central ideas. Ask yourself: "What's this story all about? How has it developed? Where's it going?" Don't concentrate on isolated facts. Look for the patterns and how they fit together to form the story of that person's life to date.
10. SMILE
Nothing is more disarming than a smile. Nothing better
10. SMILE
Nothing is more disarming than a smile. Nothing better
.
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
onveys interest and respect. With so much going on in your head -- asking questions, listening to the answers with rapt attention -- it's easy to come across as stuffy and miserable. Smile. Relax.
You have plenty of time and this person in front of you is really very interesting. Never hurry. Wait until you
You have plenty of time and this person in front of you is really very interesting. Never hurry. Wait until you
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
are sure the other person has said all there is to be said. Those silences while you wait to see if there's more to come are your most powerful technique. Most people cannot resist filling them -- often with all the things they knew they ought not to mention.
Smile. Relax. Wait. It will all come pouring out
Smile. Relax. Wait. It will all come pouring out
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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