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Cases - Before They buy What You Say - 10 Steps To Selling Yourself
You are the product
We're all in the selling business whether we like it or not. It doesn't matter whether you're a lawyer or an accountant, a manager or a politician, an engineer or a doctor. We all spend a great deal of our time trying to persuade people to buy our product or service, accept our proposals or merely accept what we say.
Most of the time we'll meet with resistance - "you're too expensive" or "we deal with someone else" or "I don't agree with y
We're all in the selling business whether we like it or not. It doesn't matter whether you're a lawyer or an accountant, a manager or a politician, an engineer or a doctor. We all spend a great deal of our time trying to persuade people to buy our product or service, accept our proposals or merely accept what we say.
Most of the time we'll meet with resistance - "you're too expensive" or "we deal with someone else" or "I don't agree with y
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
ou" or "your proposal isn't good enough."
There are many things that people will say when they resist what you utter; however how many of these statements are true?
Salespeople hear - "you're too expensive" and they reduce the price. Managers hear "I'm not doing that" and they resort to threats. Politicians hear "I don't agree with your policy" and they try to rationalize.
It may just be that the people you're trying to persuade just don't like - you.
Okay,
There are many things that people will say when they resist what you utter; however how many of these statements are true?
Salespeople hear - "you're too expensive" and they reduce the price. Managers hear "I'm not doing that" and they resort to threats. Politicians hear "I don't agree with your policy" and they try to rationalize.
It may just be that the people you're trying to persuade just don't like - you.
Okay,
; 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 they don't necessarily dislike you, it's just that
they haven't "bought" you. Before anyone will accept what
you say they've got to like you, believe you and trust you.
If you think about it, you are far more likely to believe
someone close to you than a person you've only known for
five minutes.
Just think for a moment about some of the people who come into your life. They could be people you work with, people on television, politicians or religious leaders
Just think for a moment about some of the people who come into your life. They could be people you work with, people on television, politicians or religious leaders
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
How much of
what they say is influenced by how you feel about them?
Before you can get better at persuading or influencing other people - you need to get better at selling yourself. There are so many occasions in day-to-day life that makes this so important. You might be trying to buy something at a better price. Perhaps you're returning a product and know you'll face some resistance. Maybe you're just trying to get a member of your family to do something th
Before you can get better at persuading or influencing other people - you need to get better at selling yourself. There are so many occasions in day-to-day life that makes this so important. You might be trying to buy something at a better price. Perhaps you're returning a product and know you'll face some resistance. Maybe you're just trying to get a member of your family to do something th
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
y're not so keen
to do. The task gets harder if you haven't sold yourself.
Every day of our lives we are selling ourselves, nothing will happen until we are successful at doing that.
When we meet someone for the first time, be it a potential customer, client or new colleague, they'll make a quick decision about us.
I read some research by psychologists who established that we make around eleven decisions about other people within the first two minutes of meet
Every day of our lives we are selling ourselves, nothing will happen until we are successful at doing that.
When we meet someone for the first time, be it a potential customer, client or new colleague, they'll make a quick decision about us.
I read some research by psychologists who established that we make around eleven decisions about other people within the first two minutes of meet
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
ng them. We tend to stick with
these decisions until proved otherwise.
It's therefore vitally important for us as business people to get the other person to 'buy' us as quickly as possible.
Here are 10 steps to selling yourself:
# 1 - You must believe in the product
Selling yourself is pretty much like selling anything. Firstly, you need to believe in what you're selling. That means believing in 'you.' It's about lots of positive self- talk and the right
It's therefore vitally important for us as business people to get the other person to 'buy' us as quickly as possible.
Here are 10 steps to selling yourself:
# 1 - You must believe in the product
Selling yourself is pretty much like selling anything. Firstly, you need to believe in what you're selling. That means believing in 'you.' It's about lots of positive self- talk and the right
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
attitude. I read somewhere that the first
thing people notice about you is your attitude. If you're
like most people then you'll suffer from lack of confidence
from time to time. It really all comes down to how you talk
to yourself. The majority of people are more likely to talk
to themselves negatively than positively. And this is what
holds them back in life. There are books you can buy and
courses you can go on and I suggest you do.
It isn't just about a po
It isn't just about a po
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
sitive attitude; it's about the
right attitude - the quality of your thinking.
Successful business people have a constructive and
optimistic way of looking at themselves and their work. They
have an attitude of calm, confident, positive self-
expectation. They feel good about themselves and believe
that everything they do will lead to their inevitable
success.
Successful business people also have an attitude of caring. As well as caring for their own success
Successful business people also have an attitude of caring. As well as caring for their own success
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
hey care about
other people. They care about their products and their
service and they really care about helping their customers
make beneficial buying decisions.
One of the first things that people notice about you is your
attitude and successful salespeople exude friendliness,
modesty and an air of self-confidence. They draw people
towards them.
If you are in a sales job or a business owner or a manager then you need to continually work on your attitude. Yo
If you are in a sales job or a business owner or a manager then you need to continually work on your attitude. Yo
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
need
to listen to that little voice inside your head. Is it
saying you're on top, going for it and confident, or is it
holding you back.
If you're hearing - "I can't do this or that" or "They won't
want to buy at the moment" or "We're too expensive" then
you'd better change your self-talk or change your job.
Start to believe in yourself and don't let things that are out with your control effect your attitude. Avoid criticising, condemning and complaining an
Start to believe in yourself and don't let things that are out with your control effect your attitude. Avoid criticising, condemning and complaining an
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
start
spreading a little happiness.
Remember the saying of Henry Ford, founder of the Ford Motor Company - "If you believe you can do a thing, or if you believe you can't, in either case you're probably right".
# 2 - The packaging must grab attention
Like any other product we buy, the way the product is packaged and presented will influence the customer's decision to buy. Everything about you needs to look good and you must dress appropriately for the
Remember the saying of Henry Ford, founder of the Ford Motor Company - "If you believe you can do a thing, or if you believe you can't, in either case you're probably right".
# 2 - The packaging must grab attention
Like any other product we buy, the way the product is packaged and presented will influence the customer's decision to buy. Everything about you needs to look good and you must dress appropriately for the
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
ccasion. And don't
think that just because your customer dresses casually, that
they expect you to dress the same way.
The style and colour of the clothes you wear, your spectacles, shoes, briefcase, watch, the pen you use, all make a statement about you.
Another little tip -- when the person in reception at your customer's office says "have a seat" -- DON'T! You don't want to be the crumpled heap in the corner reading the newspaper when your potential custom
The style and colour of the clothes you wear, your spectacles, shoes, briefcase, watch, the pen you use, all make a statement about you.
Another little tip -- when the person in reception at your customer's office says "have a seat" -- DON'T! You don't want to be the crumpled heap in the corner reading the newspaper when your potential custom
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 comes to greet you.
You'll be the one standing in reception looking smart,
sharp, poised, confident and ready to conduct business.
# 3 - Smile
No need to get carried away, you don't need a big cheesy grin, just a pleasant open face that doesn't frighten people away. I meet so many people at different business functions and some of them look so unfriendly, they scare me to death.
# 4 - Use names
Use the customers name as soon as you can but don't ov
# 3 - Smile
No need to get carried away, you don't need a big cheesy grin, just a pleasant open face that doesn't frighten people away. I meet so many people at different business functions and some of them look so unfriendly, they scare me to death.
# 4 - Use names
Use the customers name as soon as you can but don't ov
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
r do
it. Business is less formal nowadays however be careful of
using first names initially. It never fails to amaze me the
number of salespeople I meet or talk to on the phone, who
don't tell me their name. Make sure your customer knows
yours and remembers it. You can do the old repeat trick -
"My name is Bond, James Bond" or "My name is James, James
Bond"
# 5 - Watch the other person
What does their body language tell you? Are they comfortable with yo
# 5 - Watch the other person
What does their body language tell you? Are they comfortable with yo
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
u or are they a bit nervous? Are they listening to
you or are their eyes darting around the room. If they're
not comfortable and not listening then there's no point
telling them something important about your business. Far
better to make some small talk and more importantly - get
then to talk about themselves. It's best to go on the
assumption that in the first few minutes of meeting someone
new, they won't take in much of what you say. They're too
busy analys
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
ng all the visual data they're taking in.
# 6 - Listen and look like you're listening.
Many people, particularly men, listen but don't show that they're listening. The other person can only go on what they see, not what's going on inside your head. If they see a blank expression then they'll assume you're 'out to lunch'. The trick is to do all the active listening things such as nodding your head, the occasional "UH-HUH" and the occasional question.
# 7 -
# 6 - Listen and look like you're listening.
Many people, particularly men, listen but don't show that they're listening. The other person can only go on what they see, not what's going on inside your head. If they see a blank expression then they'll assume you're 'out to lunch'. The trick is to do all the active listening things such as nodding your head, the occasional "UH-HUH" and the occasional question.
# 7 -
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
Be interested.
If you want to be INTERESTING then be INTERESTED. This really is the most important thing you can do to be successful at selling yourself. The majority of people are very concerned about their self-image. If they sense that you value them, that you feel that they're important and worth listening to, then you effectively raise their self-image. If you can help people to like themselves then they'll LOVE you.
Don't fall into the trap of flat
If you want to be INTERESTING then be INTERESTED. This really is the most important thing you can do to be successful at selling yourself. The majority of people are very concerned about their self-image. If they sense that you value them, that you feel that they're important and worth listening to, then you effectively raise their self-image. If you can help people to like themselves then they'll LOVE you.
Don't fall into the trap of flat
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
ering the customer, because
most people will see right through you and they won't fall
for it. Just show some genuine interest in the customer and
their business and they'll be much more receptive to what
you say.
# 8 - Talk positively.
Don't say - "Isn't it a horrible day" or "Business is pretty tough at present" or any thing else that pulls the conversation down. Say things like (and only the truth) - "I like the design of this office" or "I've heard s
# 8 - Talk positively.
Don't say - "Isn't it a horrible day" or "Business is pretty tough at present" or any thing else that pulls the conversation down. Say things like (and only the truth) - "I like the design of this office" or "I've heard s
.
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
me good
reports about your new product".
# 9 - Mirror the customer
This doesn't mean mimicking the other person, it just means you speaking and behaving in a manner that is similar to the customer. For example, if your customer speaks slowly or quietly, then you speak slowly or quietly. Remember people like people who are like themselves.
# 10 - Warm and friendly
If you look or sound stressed or aggressive then don't be surprised if the other person
# 9 - Mirror the customer
This doesn't mean mimicking the other person, it just means you speaking and behaving in a manner that is similar to the customer. For example, if your customer speaks slowly or quietly, then you speak slowly or quietly. Remember people like people who are like themselves.
# 10 - Warm and friendly
If you look or sound stressed or aggressive then don't be surprised if the other person
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
ets defensive and less than
willing to co-operate. If you look and sound warm and
friendly, then you are more likely to get a more positive
response. This isn't about being all nicey-nicey. It's about
a pleasant open face or a warm tone over the telephone.
Before we can start to get down to the process of selling our product, our service or our ideas then we need to be as sure as we can be - that the customer has bought us and that we have their full attention
Before we can start to get down to the process of selling our product, our service or our ideas then we need to be as sure as we can be - that the customer has bought us and that we have their full attention
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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