Cases - Business

Good salespeople are aggressive, dynamic types. Everybody knows that.

There are plenty of good salespeople out there. They have good product knowledge. They have good selling skills. And they are likable. T

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

he more competition you have, the more products that can do the same or similar things as yours, the more you need to help and advise your customers, not just sell to them.

Great salespeople are an extremely v

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

Examples of combination products may in

luable commodity because they are in such short supply. So, what are the bottom line differences between good salespeople and great?

Great salespeople are continually trying to better themselves. They are al

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

ays layering on new skills while honing the skills they already have.

Don’t just be GOOD. Many of your competitors are good and they’re doing everything that they can to be better. Become dissatisfied with g

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

ood. If you are good – want to be excellent. Then become dissatisfied with excellent. When you are excellent, want to be outstanding. Continue along this path as far as you can.

Great salespeople also have

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

Combination pro

a higher level of ambition than ordinary salespeople. Sure, they want all of the things that money can buy, such as bigger houses bigger cars and more interesting vacations. They also want the non – tangibl

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

things that money can buy such as respect, admiration and more freedom.

Another big difference between good and great is that great salespeople have a love for selling.

Now, you and I both know that it’s pos

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

sible to make a great deal of money selling without having any love for it. So, what’s the big deal?

The big deal is that at the end of a long career in sales, you have been competing against people who do lo

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

e it. This means that for your entire career you have been competing against people who are willing to invest more time, and more energy in what they do for a living because they love what they’re doing.

Putt

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

ng more time and energy into any endeavor will almost always lead to greater success. This is as true for selling as it is for playing chess, playing piano or playing baseball.

Imagine working for thirty year

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

competing against people like that. For most of your career, you will feel like the salmon swimming upstream. You will have had a very long, very tiring journey, and, at the end of this long journey you wil

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

Following aspects would a

l be completely worn out.

But, most importantly, great salespeople are great because they want to get the most out of themselves. The big money is a byproduct of being great. It’s just another way of keeping s

dd to the challenges in developing combination products:

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

ore.

Selling is a ‘winner take all’ competition. The customer rewards the winner at the expense of everybody else. If you are even just slightly better than your competition, you will earn much, much more mo

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

ey.

Let’s say you and I are competing salesmen, going after the same big account. If you are only 2 percent better than I am - follow-up, service, closing ability, etc. – and you make the sale, do you get onl

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

y 2 percent more commission than I do? Of course not. You get it all. You get 100 percent and I get nothing.

That's why a very small increase in your ability or effectiveness can lead to a very large increa

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

e in your income.

Here is the one thing that you can do to give yourself that extra advantage over your competition. This is the one strategy that can catapult you from good to great. By adding this one weap

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

Professional from academic institutions, pharmaceutical industries, health care indust

n to your arsenal you can guarantee that you will dramatically increase your income. The solution is to study and understand how your customer is going to use your goods or services – in depth. The best sale

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

speople see things through their customers' eyes. You must not only profile your customer, you must profile their customer too.

That’s it. The fastest way to dramatically increase your sales is to understand

.

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

and help your customers’ customers.

Each and every single day, we are being tested as salespeople because clients and prospects vote with the dollars they spend. Show the buyer how they will make or save mone

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

Companies that provide selfless information through particip

by using your goods or services. It is even better if you can translate that into dollars and cents.

Do these things and I can assure you that you will have all of the great successes that your heart desires

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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When was the last time you bought a car? Did you really NEED a car? I mean REALLY need a car? Chances are the one you were driving was still running when you bought the car you have now. Yep, Americans rarely buy because they need... they buy because they want to experience the feeling that comes with buying.

Medicine has always been an integral part of my life. More than just a job, it is a calling for me. Accelerated nursing program is my first place priority because through this the help I give to men and women in uniform can be more qualitative and effective.

In today's competitive market, the ones that outlast and survive are those that can do more things and programs with lesser resources.

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