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Write You - Selling Without Selling
Yes! it is that sophisticated but yet so simple. We all do it everyday.
The day I learnt to stop selling and start communicating was the day my bank ba
The day I learnt to stop selling and start communicating was the day my bank ba
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
lance changed forever. Nobody likes to be sold to. Especially using the aggressive and bullying tactics that most rookie sales people use. People must f
; 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
irst buy into you before they buy from you. There is also a catch to this statement. People buy for their own reasons and not yours. This is why it is
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
your job to build rapport, listen to what is being said and what isn’t being said. You need to understand what drives them and their core needs. Communi
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
cate how what you have got to offer can meet these needs. The best way to do this is to talk in terms of their ambitions and how your product can help f
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
ulfill their goals. Talk in terms of their interests, desires and fears. Connect yourself to their inner inhibitions and take them through the experienc
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
e of having their needs met using the power of imagination. This is easy stuff. All you have to do is be yourself and be genuinely interested in the per
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
on your are communicating with. Sophisticated but yet so simple. Let me prove this to you by telling you a story.
I once had a client that was fund of
I once had a client that was fund of
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
giving me the answer ‘NO!”. “Like I said before Keji, the answer has always been no and it will always be no. I just don’t see how it will benefit me 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 most importantly, I am not in the business of wasting money.” - This was his reply to me every time I called to sell online reviews to him. It went on
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
for about four months. Yes! I was that stupid. Why didn’t I get the message or change my strategy? Shut up! I don’t need any more criticism from you to
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
o.
It took my girlfriend dumping me because I was terrible at listening to her before I realised the wrong doing of my ways. I couldn’t live without he
It took my girlfriend dumping me because I was terrible at listening to her before I realised the wrong doing of my ways. I couldn’t live without he
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
r and felt if listening to her was what she wanted, listening to her with my heart and soul was what I was going to give her. You can probably guess wh
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
at happened next; she came back and this time for good (All this happened in the space of 4 months). It was at this time that I realised I could use the
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
same strategy on my customers. I wanted my girlfriend to have me back but she didn’t because I failed to understand and listen to what she was saying an
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
d wasn't saying. By discovering what she needed and deciding to first give her what she needed, she finally made up her mind to give me what I needed. 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
hat was the secret. All the begging, charming and trying to convince her to be with me was useless without any sign of interest in what she wanted and h
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
ow I was going work on giving it to her.
It didn’t take much to make the necessary changes with my client. I called him up one Monday afternoon and t
It didn’t take much to make the necessary changes with my client. I called him up one Monday afternoon and t
.
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
old him that I didn’t want him to buy from me and I was not going to try and convince him otherwise. All I wanted was an opportunity to get to know his
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
business and his ambitions for it. In less than 5 minutes on the phone, I got an appointment to see him and the rest was a signed contract for 12 months
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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