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Cases - Closing in the Car Business
The “P” Word.
Closing is all about helping car customers make positive decisions. It is not about pressure or manipulation.
Your customers need help overcoming the “P” word. Procrastination! Procrastinatio
Closing is all about helping car customers make positive decisions. It is not about pressure or manipulation.
Your customers need help overcoming the “P” word. Procrastination! Procrastinatio
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
n is natural when it comes to making a buying decision. Your customer is trying to avoid making a mistake! They fear making payments on the wrong car or truck. Fear makes cowards of us all!
The question they need
The question they need
; 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
help with… “Is this the right vehicle for me…. regardless of the price?”
Until this question is decided positively, your customer will procrastinate.
Unfortunately, some sales consultants just don’t get it. They k
Until this question is decided positively, your customer will procrastinate.
Unfortunately, some sales consultants just don’t get it. They k
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
eep pounding the other ‘P’ words… price or payments.
Your key to success?
Take away the fear factor and you take away the procrastination.
So land your prospect on the ‘right vehicle’ and you eliminate fear. Focus
Your key to success?
Take away the fear factor and you take away the procrastination.
So land your prospect on the ‘right vehicle’ and you eliminate fear. Focus
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
on asking effective, quality questions, listen, probe and then select a vehicle that is the closest you have to meeting their needs. If the ‘best available vehicle’ is not perfect so what? You seldom have the exac
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
t vehicle in stock. Therefore present what you have that is similar and use it to sell what your client wants.
Do a POWER PRESENTATION next. Not a Mickey Mouse presentation that I got recently in a mystery shop of
Do a POWER PRESENTATION next. Not a Mickey Mouse presentation that I got recently in a mystery shop of
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
a dealer—it was pathetic. Is your vehicle presentation pathetic? Maybe… occasionally… too often? (I will focus on Power Presentation skills in a future Automotivator edition. www.automotivator.com)
Create the ‘ri
Create the ‘ri
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
ght climate’ for closing.
The easiest way to close your customer is right in the vehicle you are demonstrating. You drive first—do a smoking job of presenting the features, benefits and advantages of your vehicle.
The easiest way to close your customer is right in the vehicle you are demonstrating. You drive first—do a smoking job of presenting the features, benefits and advantages of your vehicle.
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
Then have your client drive after your power presentation drive.
Stay in the car at the conclusion of the Presentation Drive… review the various features one at a time. Come right out and ask the customer’s opinion
Stay in the car at the conclusion of the Presentation Drive… review the various features one at a time. Come right out and ask the customer’s opinion
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
on each positive feature they enjoyed and experienced during your Presentation Drive.
“Mr. Kemp, now that you have driven this truck, does it have the power you were looking for?” You can expect a positive respo
“Mr. Kemp, now that you have driven this truck, does it have the power you were looking for?” You can expect a positive respo
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
nse because you target only features they previously identified as first-class. “Dave, do you feel the seat is comfortable enough for the long business trips you take?” You already know the answer is positive beca
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
use you were there.
Do you get it? Closing is eliminating any fear of mistakes or wrong choices. Closing is helping your customer come to a decision without feeling pressure. When your client identifies positiv
Do you get it? Closing is eliminating any fear of mistakes or wrong choices. Closing is helping your customer come to a decision without feeling pressure. When your client identifies positiv
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
e feature after positive feature, their fear of making a bad decision is reduced and their confidence is increased. Your customers need to procrastinate is over. This is your job. Do this well and you increase you
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 sales! (Dealers and Sales Managers, an in-house Back to the Basics tune-up will get your gears in motion and profits growing. I have only a few days available each month, let’s talk, procrastination has a price.)
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
Dave@Automotivator.com
Keys to Closing Success
• Always go on the Presentation Drive to discover your client’s hot buttons or the positive features they experience during the road test.
• Always drive first to sh
Keys to Closing Success
• Always go on the Presentation Drive to discover your client’s hot buttons or the positive features they experience during the road test.
• Always drive first to sh
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
ow off your vehicle features. That is what ‘demonstration’ means, right?
• Stay in the vehicle at the conclusion of the presentation drive. Review positive features one at a time.
• Ask your customer’s opinion of
• Stay in the vehicle at the conclusion of the presentation drive. Review positive features one at a time.
• Ask your customer’s opinion of
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
each positive feature you discovered during the drive. Make the list substantial.
• Then you have earned the right to ask a closing question. You will discover more people willing to say, “YES, this vehicle is
• Then you have earned the right to ask a closing question. You will discover more people willing to say, “YES, this vehicle is
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
just right, I will take it”.
Once your clients want what you sell they stop procrastinating and help you make the price and payments work.
Sales Quote for the week - The longer the list of positive features you r
Once your clients want what you sell they stop procrastinating and help you make the price and payments work.
Sales Quote for the week - The longer the list of positive features you r
.
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
eview in the front seat… the lower the RISK of making a decision!
Print this Automotivator Newsletter and read it every day for the next week. Imprint the specific sales skills in your mind—and put them to use. Don
Print this Automotivator Newsletter and read it every day for the next week. Imprint the specific sales skills in your mind—and put them to use. Don
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
’t fear trying something new, fear living with the low income you will make if you don’t. Please email me with your experiences. Dave@automotivator.com
Have a great selling day!
Copyright 2005 Dave Kemp Seminars
Have a great selling day!
Copyright 2005 Dave Kemp Seminars
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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