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Write You - What You Actually Broadcast When You Bash Your Competition
Over the weekend, my husband and I went to check out a newer timeshare in town. We already own a timeshare, but the sales person we spoke with described this place in such a positive way that we thought it would be worth inv
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
estigating. And the added benefit was that we could observe their sales process, which is always a learning opportunity.
This time we were both anything but impressed. I could go on and on about the things that
This time we were both anything but impressed. I could go on and on about the things that
; 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
the different sales people did that only damaged the relationship they were trying to build. But the ultimate blow came at the end of the day.
I have only been to a few timeshare presentations. At this one, they
I have only been to a few timeshare presentations. At this one, 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.
egan by grouping about 8-10 couples and taking them to a boring little room with a salesman, who delivered an hour-long talk about all the reasons you "should" be a timeshare owner.
I wrote, “should” because he t
I wrote, “should” because he t
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
ruly said, “you should” this and “you should” that throughout his presentation. This is probably one of the biggest No-Nos in sales. As adults, we like to be spoken to like adults. No one prefers to be treated like a child
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
As soon as anyone says, “you should,” he/she is using the language of a parent, not an adult.
Who wants to take their time to go to a sales presentation and be told what they should be doing? Oh, but I digr
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
ess.
After that "sweat box" presentation, each couple met with another salesperson, who then tried to close just that couple on buying a timeshare. If the couple said, “No,” as we did, the supposed Big Kahuna, the
After that "sweat box" presentation, each couple met with another salesperson, who then tried to close just that couple on buying a timeshare. If the couple said, “No,” as we did, the supposed Big Kahuna, the
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
ultimate sales guru, was brought in to close the deal.
I have to admit, I was expecting some great salesmanship from him. But once I saw him in action, I understood why his whole sales force was anything but persu
I have to admit, I was expecting some great salesmanship from him. But once I saw him in action, I understood why his whole sales force was anything but persu
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
asive. His means of building rapport consisted of bashing his competition. And here is the kicker... he KNEW that we owned a timeshare with the company he was bashing! I hope you know that’s just foolish.
In so
In so
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
any words, he told us that we were dumb to have invested with that company instead of his. I can think of better ways to build rapport with one's prospects, how about you?
On the opposite side of the spectrum is
On the opposite side of the spectrum is
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
the company with which we own a timeshare. To begin with, the sales people there did not group all of us together and send us to a sweat box. Instead, each couple was greeted by a sales person, who took each individual cou
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
ple somewhere beautiful and comfortable at the resort.
The saleswoman who met with us spent her time asking us question after question about ourselves and our family. After thirty minutes or so of a truly fun "Kaf
The saleswoman who met with us spent her time asking us question after question about ourselves and our family. After thirty minutes or so of a truly fun "Kaf
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
ee Klatsch," this woman really understood our challenges and our desires. Instead of telling us what we should do, she empathized that our schedule did not allow much travel time, although it seemed like we wished it
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
did. She then suggested that we take advantage of the special offer they had going on by getting the smallest timeshare unit, until our schedule could allow for more travel time.
Hmmmmm.... which one would you buy
Hmmmmm.... which one would you buy
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
from, if you wanted a timeshare?
When you bash your competition, you run the risk of insulting your prospects, who have potentially bought from your competition. This is definitely important in the world of dire
When you bash your competition, you run the risk of insulting your prospects, who have potentially bought from your competition. This is definitely important in the world of dire
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
ct sales and network marketing. If the prospect you are talking to has not already sold for a direct sales company or been with another network marketing company, he/she could easily have a few friends who have. You do n
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
t ever want to run the risk of bad-mouthing a company with which your prospect previously was or currently is affiliated. You also do not want to run the risk of bashing products that your prospect might actually like. Let y
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
our prospects do the bad-mouthing, while you just listen.
In addition, if the only way you can talk about your company or your products is by bashing another's, what you actually broadcast is that you don't have ma
In addition, if the only way you can talk about your company or your products is by bashing another's, what you actually broadcast is that you don't have ma
.
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
y beneficial things to say about your own. Sit down and decipher the most beneficial benefits of your company and its products. Prospects find acclaim far more convincing than slander. It's good to remember the old saying,
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
"If you sling mud, you are bound to get it on yourself."
It never benefits you to belittle or defame your competition. By doing so, you don’t make yourself look better than it; you make yourself look worse.
It never benefits you to belittle or defame your competition. By doing so, you don’t make yourself look better than it; you make yourself look worse.
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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